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Business Journal PO Box 510 Salisbury, MD 21803-0510
The Regional Chamber Newsletter
Vol. 15 No. 7 Dedicated to the Principles of Free Enterprise February 2012
Peninsula Regional Expansion Medical Center adding to Surgical Services Department
Chicken Festival
When the 2012 Delmarva Chicken Festival is held in Salisbury in June, it will mark the event’s 14th visit to Salisbury. 8
Economy
Business leaders, owners and politicians gathered on Salisbury University’s campus, to discuss the future for business on Delmarva. 10
Entrepreneur
Meet Jim Hudson, owner of Luke’s Premier Tomato Juice, who helps other businesses receive additional profit with his unique juice. 14
INSIDE Ad Directory................................... 6 Executive Director......................... 3 Barometer...................................... 7 Bus After Hours........................... 16 Business Directory.................28-29 Business Mix............................... 28 Calendar........................................ 5 For the Health of it...................... 23 Education.................................... 26 Health.......................................... 20 Human Resources....................... 25 Insights........................................ 19 Investing...................................... 17 Member Renewals........................ 4 Member Spotlight........................ 11 Networking Tip ............................ 5 New Members............................... 8 Personnel File............................. 18 Salisbury University..................... 27 Technology.................................. 13 Workforce Development.............. 12
On Jan. 16, Peninsula Regional Medical Center broke ground on a major expansion of its Surgical Services Department. The three-year project will increase the space of Peninsula Regional’s existing operating rooms from 400 feet to 600 square feet or more. Four rooms of 800 square feet each will also be constructed. The expansion is one of size, not total rooms — there are currently 16 operating rooms in the Surgical Services Department, and there will still be 16 when the project is complete. However, each of these rooms will be greatly improved with more access to technology and a smart design, based on “lean” concepts, that enables surgical staff to get to their equipment more easily and quickly. The expanded size will permit greater access to the da Vinci Surgical System Robot, which allows surgeons to perform minimally invasive surgery. Continued to page 11
A drawing of the new two-story, 17,520-square-foot addition to the existing Surgical Services department at PRMC.
30th annual Salisbury Festival is April 27-29 Despite the chilly weather on the Eastern Shore, the Chamber is looking ahead to the warmer days that spring will bring. For the Chamber, the spring season also brings the Salisbury Festival. Plans are well underway for the 30th Annual Salisbury Festival, scheduled for April 27-29, in downtown Salisbury and Riverwalk Park. Now in its 30th year, the Salisbury Festival has been a long-standing tradition in our community. It is a family-oriented event that highlights downtown Salisbury, showcases locally owned organizations, helps non-profits raise money, and is a way for the community to come together and celebrate spring. With a carnival, car show, arts and crafts, food, block party by the river, entertainment and so much more, there is always something for everyone. This year’s committee will be chaired by Stacey Weisner from the Delmarva Zoological Society. Her leadership and experience along with the tremendous support of the committee will help to insure that this year’s
festival is one of the best. All of the events and activities planned for the festival come from a committee of volunteers. The members are not just Chamber members; they are a varied group of people who are committed to making a difference in our community. The festival planning committee is brainstorming new, exciting ways to mark the 30th anniversary of the Salisbury Festival. The Chamber is compiling a commemorative Salisbury Festival Cookbook that will be sold during the festival and throughout the year. Recipes are being collected from Chamber members, festival vendors and volunteers, organizations, and individuals from the community. Contributors are also asked to share their memories from past Salisbury Festivals. To submit a recipe and share your memories, contact the Chamber for a submission form. The submission deadline is March 5. Interested in taking part in the planning of such a well known community event? The next committee meetings
will take place on Feb. 15 and 29 at 4 p.m., at the Chamber of Commerce. The Chamber is currently accepting applications for community performers, non-profit food vendors, arts and crafts, and commercial booths. Various sponsorship and advertising opportunities are also available. We are always looking for new committee members and events to add to the festival. Please feel free to share your ideas with us. For more information, contact Shannon Mitchell at the Salisbury Area Chamber of Commerce at 410-749-0144 or email chamber@ salisburyarea.com.
SaliSBURY, Md | SOld
SaliSBURY, Md | FOR Sale
SALISBURY, MD│FOR LEASE
SALISBURY, MD│FOR LEASE
WESTOVER, MD│FOR SALE
SALISBURY, MD│FOR SALE
1415 WESLEY DR.
2120 WINDSOR DR.
OLSEN’S ANTIQUES BLDG.
BENNETT AIRPORT
1821 SWeetBaY dRive
601 N. SaliSBURY Blvd.
d l O
S $12.00/Sq. Ft.
$930/Mo. NNN
• 4,807 Sq. Ft. of Medical/Office Space • 3 Offices with Windows • 7 Exam Rooms w/Sink & Cabinets • 3 Nurses Stations & 4 Restrooms
• 1,250 Sq. Ft. Office Space • 2 Offices • Open Work Area & Kitchenette • Private Bath with Shower
Contact: Brent Miller, CCIM or Rick Tilghman, CCIM http://Lease.SVN.com/WesleyDrive MLS # 427617
Contact: Brent Miller, CCIM or Rick Tilghman, CCIM http://Lease.SVN.com/2120WindsorDrive MLS # 438162
delMaR, Md | FOR Sale
SEAFORD, DE│FOR SALE
8913-8921 Bi-State Blvd. 102 PARK AVE.
SaliSBURY, Md | FOR Sale SALISBURY, MD│FOR LEASE 13008999 S. diviSiON StReet OCEAN HWY.
$420,000
$625,000
$699,000
• Professional office shell • All exterior work completed • 8,000 Sq. Ft. Retail Building on 2.73 Acres • Ready to for Expand interior build out • Room Existing Building Size • $62 PSF
• Flexible floorplan • Highly Visible on US Route 13 Northbound Contact Hanna, Bradley Gillis, CCIM 410-543-2491 Henry CCIM, SIOR www.BradleyGillis.com http://Sale.svn.com/OlsensWestover MLS #427361
SaliSBURY, Md | FOR leaSe SALISBURY, MD│FOR LEASE 3092020 tRUitt StReet SHIPLEY DR.
$2,800,000
• Direct RT 13 frontage $3.50 psf •• Over cars per day Bldg. w/6T Hangers FAA30,000 Approval, Hanger •• Operated as a motel 2 Grass Runways 3150' and 2300' • Redevelopment opportunity
• Includes all Shop Equipment & Mowers
Contact Joey Gilkerson 410-543-2440 Joey.Gilkerson@svn.com Henry Hanna, CCIM, SIOR www.BradleyGillis.com http://Sale.svn.com/BennettAirport
MLS #427047
SaliSBURY, Md | FOR Sale
SALISBURY, MD│FOR SALE
2129 NORtHWOOd dRive ST. 635 HOMER
JUSt RedUCed $1,275,000 • Manufacturing/Warehouse $3.50 psf $329,000 • Pre-Engineered Steel with Split Face • 6,530 +/SF office/retail building Block Office; Clearspan w/20’ Ceilings • Situated on 1.02 acres • Paved Parking Truck • Private pavedand parking lot Area • Multiple Drive-Thru Doors • No city taxes • 3 John out of McClellan, 5 units currently Contact: CCIMleased Contact Brent C. Miller, CCIM, CPM http://sale.svn.com/102Park MLShttp://Sale.SVN.com/8913-8921Bi-StateBlvd #551363
SALISBURY, LEASE SaliSBURY,MD│FOR Md | FOR leaSe
31400 WINTERPLACE PROFeSSiONalPKWY. OFFiCe
$149,000
• Quality built office building
$5.50/Sq. Ft.
• 4 exam rooms, waiting area and private office • 2 Warehouse Units Available • Excellent parking / Corner location • Drive-In Doors and Truck Dock • Zoned Town of Delmar Light Industrial • Located in the G&M Contact Henry Hanna, CCIM,Sales SIOR Complex 410-543-2420, henry.hanna@svn.com
Contact: McClellan, CCIM WesleyJohn Cox, CCIM http://lease.svn.com/8999OceanHighway 410-543-2421, wesley.cox@svn.com MLShttp://Sale.SVN.com/1300SDivision #437628, 438370
BERLIN, LEASE SaliSBURY, Md |MD│FOR FOR Sale/leaSe 10231 OLDRiveRSide OCEAN CITY RD. MediCal
$875/month +utilities
$7.50/Sq. Ft. • 3,000 SF of office/warehouse space
• 2 offices & 2500 SF of dock high • 5,000 Sq. Ft. Office/Warehouse warehouse space • Warehouse Features 2 Roll-Up • 16’ wide OH door with room to park Doors & Parts Room 2 vehicles inside • 2• Covered Privatestorage Offices and Conference Room in rear • Last Unit in Complex • Plenty of parking & easy access Contact: John McClellan, CCIM Contact Bill Moore 410-543-2440 http://lease.svn.com/2040Shipley bill.moore@svn.com http://Lease.SVN.com/309Truitt MLS #437339
FRUITLAND,Md MD│FOR LEASE SaliSBURY, | FOR Sale
IN CROWN SPORTS CTR. FACILITY
829 e. WilliaMS StReet
$1,200,000
• High quality, well appointed 16,120 SF Office $475,000 Building • 10,000 Office/Warehouse Flexareas Building • Efficient blend of technical & professional • Full General Zoning • Attractive, wooded Commercial campus In Northwood Ind. Park • Fenced Yard Areainfrastructure & • Sophisticated high tech • For Lease @ $ 5.50/Sq. Ft. communication features Convenient Just Off • 2•acre site w/ largeLocation 72 space parking lot RT 13
Contact: Peek,410-543-2440 CCIM Contact Chris Chris Peek, CCIM http://Sale.svn.com/635_Homer chris.peek@svn.com http://Sale.SVN.com/2129Northwood MLS # 427375
HURLOCK, MD│FOR SALE 100 ENTERPRISE DR. Welcome
Ben Alder to the
SVN-Miller Team! $12.00/Sq. Ft. • 1,283 Sq. Ft. Professional Office Space • 3 Offices, Reception Area, Large Open Area & File Room • High visibility Rt. 50 location • Kitchenette, Restroom and Lots of Storage Up toLocated 5,738 SF –inwill divide Place Bus. Park • End•Unit Winter • Private offices and conference room Contact: Brent Miller, CCIM or Rick Tilghman, CCIM • Attractive rental structure http://Lease.SVN.com/WinterPlacePark MLSContact #439632 John McClellan, CCIM 410-543-2440 t http://Lease.SVN.com/321Tilghman
tWO UNitS availaBle $18.50/Sq. Ft.
Sale starting $197,000 • 1,600 Sq. For Ft. Medical Officefrom Space in ForA Lease starting Class Medical Facilityfrom $1,500/month • On• Two Atlantic General Hospital’s Campus units available • 3 Exam & Chart Rm., 2 Nurse • 205 B Rms., - 1,991 Break SF Stations, • 203 A -Office, 1,582 SFReception & Waiting Areas Contact: Brent Miller, or Rick • Does not need to CCIM be medical useTilghman, CCIM http://Lease.SVN.com/JamesBarrettMedical Rick Tilghman, CCIM 410-543-2459 MLS#441004 Rick.Tilghman@svn.com
$7.50/Sq. Ft. $210,000
• 13,000 Ft. •Office orSq. Retail • 24 Ft. High Ceilings; 14x10 Ft. Door • Owner Financing – Below market rates $3.50 psf • Sprinklered • 2,000 SF – Newly remodeled • Separate bathrooms • New pavedADA parking lot • Great • Pylon Flex Sign Space! Contact: Chris Peek, CCIM Contact Wesley Cox, CCIM or Henry Hanna, SIOR, CCIM http://Sale.SVN.com/CrownSportscCenter13000 410-543-2421, MLS #436513wesley.cox@svn.com http://Sale.SVN.com/829EWilliamSt
ben.alder@svn.com 410-543-2422
$995,000
• 22,500 Sq. Ft. on 5 Acres • Truck Dock & Drive in Access • Sprinklered; Paint & Sanding Booths Contact: Chris Peek, CCIM http://Sale.SVN.com/100Enterprise MLS#429528
View allNess–Miller of our listings at www.SVNmiller.com Sperry Van Commercial Real Estate (410) 543-2440 410.543.2440 206 East Main Street | Salisbury, MD 21801 SussexMD Highway | Laurel, DE 19956 206 East Main Street • 30613 Salisbury, 21801 302.846.9908 34634 Bay Crossing Blvd. | Lewes, DE 19958 302.227.0768 www.SVNmiller.com 302.629.2440 302.540.5959 410.279.9145
604 Porter Street | Seaford, DE 19973
Built for Better Results.
110 South Poplar Street Suite 103 | Wilmington, DE 19801 1542 Briarcliff Rd. | Annapolis, MD 21012
Sperry Van Ness is a registered trademark of Sperry Van Ness International Corporation. All Sperry Van Ness® Offices Independently Owned and Operated.
Business Journal • February 2012
PAGE 3
Business owners help make America a world power By Brad Bellacicco
SACC Executive Director
Director’s Journal
The main reason I love my job is that I get to work with great people. The chamber staff is dedicated and ...you must be a jack of enthusiastic in supporting all trades and success our members. The officers depends on mastering and board of directors are engaged in the chamber and many that are outside our community. They want your core competence. our community to be a great place to live, work and visit. They are proud of the Lower to owning a company and providing Shore and Wicomico County and it goods and services to our community. shows. This is a noble undertaking and far But, above all it is the members. We from easy. You have shouldered the exist for the members. To support and yoke and proudly wear the mantle of assist them. To aid them in finding sucthe boss. cess for their business. So now you must be a jack of all You are great people to know and trades and success depends on masterwork with. You all have vision and ing many that are outside your core have translated that into plans. competence. The accountant, electriSome have a vision that has led
cian, dressmaker or financial planner must now rise above their considerable skills in their chosen field and manage a facility or small fleet of vehicles, hire and fire employees, and learn and comply with many government regulations (some of them conflicting or at odds with reasonable operations of your firm). Many of the members of this chamber are employees. You are the ones who get it. You have seen the connection between your wants and dreams and the resources to achieve them. You take pride in your work because it is a reflection of your skills and abilities. You are helping your clients, customers and patients. You are leaders in the organization you have chosen to serve and it shows. Your hard work is appreciated and admired by those in and outside your firm. It is an honor to work with you through the chamber. Unfortunately, some politicians are trying to make business the bad guys so they can further their political ambitions. In a democracy there are two sure ways to get elected. Present the elec-
torate with a solid plan for the future, which means getting the voters excited about constructive ideas and the values the candidate will bring to the office. The other election strategy is to scare the electorate. Create evil monsters and promise to protect the people from the evil beings in exchange for their votes. Kind of reminds you of the villagers getting whipped into a frenzy and storming Frankenstein’s castle. Politicians need to realize business owners and management are not the enemy. They are the foundation of the system that made America a world power. As much as the political players may rail against free enterprise and the American dream of a home, a free and safe life, a good job or your own business, remember without the business community where would we all get our food, clothing, electronic devices, savings and pension plans for the future, and so much more? As the primaries continue, we need to send a message to the political candidates: enough negativity, talk about the issues.
Am I covered?
We can answer your employees’ insurance questions. Call Mary at 410-742-5111
The 2011-2012 Chamber officers are in the back row, from left: Ernie Colburn, Dr. Memo Diriker, Sandy Fitzgerald-Angello, Dawn Tilghman, Bradley Gillis, Tony Nichols. Front row: D. Nicole Green, Stephen Franklin and Stephanie Willey.
2011-2012 Salisbury Area Chamber of Commerce Officers President President Elect Vice President Vice President Vice President Secretary/Treasurer Asst. Sec/Treasurer Legal Counsel Past President
Ernie Colburn Sandy Fitzgerald-Angello Bradley Gillis Dr. Memo Diriker Tony Nichols Stephen Franklin Stephanie Willey D. Nicole Green Dawn Tilghman
Retired Pohanka Automotive Group Sperry Van Ness - Miller Salisbury University’s BEACON BBSI Accurate Optical Comcast Spotlight D. Nicole Green, P.A. Burnett White Tire & Auto
Salisbury Area Chamber of Commerce 144 East Main Street, Salisbury, MD • Phone: 410-749-0144 • Fax: 410-860-9925 email: chamber@Salisburyarea.com • Website: www.Salisburyarea.com
Health Life Dental Vision Disability Medicare Supplement
Quality insurance. Personal attention. Peace of mind.
www.averyhall.com
Business Journal • February 2012
PAGE 4
Career Day looking for presenters
The Salisbury Area Chamber of Commerce Young Professionals Committee, in partnership with the Wicomico County Board of Education, is organizing the 6th Annual Career Day for all Wicomico County High School freshmen. The event will be held at Salisbury University on March 21, and will include presentations from a wide variety of professions. Students will select and register to attend four career presentations of their choice, from nearly 40 sessions available, allowing them to explore different career options. We are currently looking for presenters from all fields to introduce students to the many opportunities available after graduation. We need your help to make this a success. As a volunteer presenter, you will be asked to share your experience and knowledge related to your career area – how you got there, what is involved, a typical day, educational requirements, tips and lessons learned, as well as what kind of salary may be expected in that career area. Basically, whatever you think students need to know to enter your field. You may want to talk about the company you work for, but keep in mind the main focus should be on your field and your career path. Feel free to share any scholarship or internship opportunities your company may offer that would benefit the students. Remember, you will be presenting to high school freshmen, so we want to make it informative, yet enjoyable. We may group some presenters together, so your presentation may be anywhere
Lower Shore Chambers of Commerce Chamber Berlin Crisfield Delmar Fruitland Ocean City Ocean Pines Pocomoke City Princess Anne Salisbury Snow Hill
Contact info 410-641-4775 410-968-2500 302-846-3336 tina028@comcast.net 410-213-0144 410-641-5306 410-957-1919 410-651-2961 410-749-0144 410-632-0809
Key contact Olive Mawyer Valerie Howard Diane Johnson Tina Banks Melanie Pursel Elizabeth Kain-Bolen Denis Wagner Dennis Williams Brad Bellacicco Lee Chisholm
Dues* $125 $100 $75 $75 $175 $145 $150 $50 $225 $75
Members 200 120 71 65 850 300 150 105 780 70
Fax 410-641-3118 410-968-0524
410-213-7521 410-641-6176 410-957-4784 410-651-5881 410-860-9925 410-632-3158
* Basic annual membership cost.
from 10 to 20 minutes (you will know in advance if you’ve been partnered with anyone). Each presenter will be given their own classroom with audio/ visual capability, and classes will have a maximum of 30 students per session. There is a morning schedule and an afternoon schedule each with 4 periods, so you could give the same presentation eight times throughout the day. Each school will have an assembly to prepare the students for what they are about to experience. We want them to start thinking and planning for their future, about what they want to do for a career. There will be two presenter orientation sessions at the Chamber on Wednesday, March 14. The first session will be held from noon to 1 p.m. and the second from 5:30 to 6:30 p.m. Contact Clay Tarpley at the Salisbury Area Chamber of Commerce at 410-749-0144 or membership@salisburyarea.com for a presenter packet. Please share this information with your friends and colleagues. As a thank you, we will provide lunch for all pre-
Membership Renewals
Salisbury Area Chamber of Commerce American Red Cross...........................................................................2008 Bay Bank, FSB.....................................................................................1999 Karen Davis/State Farm Insurance....................................................2000 Eastern Shore Solar............................................................................2007 Beth Gismondi/Allstate Insurance Co...............................................2001 Robbin W. Gray t/a Senior Planning Services.................................2007 The Greene Turtle / Salisbury............................................................2005 LifeMatters:A Senior Living Company..............................................2004 McCrone, Inc. ......................................................................................1995 Nason Construction, Inc. ...................................................................2004 Pets ER PA ..........................................................................................2005 Plymouth Tube Company ..................................................................2005 Remax Crossroads ............................................................................2011 Robertson & Robertson, PA ..............................................................2009 Sage Title Group LLC ........................................................................2005 Salisbury Immediate Care and Injury Center ..................................2005 Salisbury University Foundation.......................................................1995 Top City................................................................................................2011 Towers Concrete.................................................................................2011
senters at the SU Commons. Please help prepare the next generation by sharing your experience and knowledge.
Succession planning seminar
The Salisbury Area Chamber of Commerce and the Business Affairs Committee hosts a Planning for Succession AND Success seminar on Wednesday, Feb. 15, from 11:30 a.m. to 1 p.m., at the Salisbury Area Chamber of Commerce. Cost is $15 for lunch (free if you don’t want lunch). The seminar will be presented by James W. Respess, Esq., RFC.
Respess will address the question of how you ensure, through succession planning, that your company and your employees thrive in the event you are not there. Whether you are a small business owner looking to expand your company’s staffing, a family business trying to plan for the next generation’s move into the company leadership, or a corporate VP seeking to retire and identify a successor, this seminar will bring valuable insights and ideas that you can implement today to improve your company and help you create a successful plan for the future.
Business Journal • February 2012
PAGE 5
Calendar of Events
Salisbury Chamber Wednesday, Feb. 1 - Young Professionals Committee, Chamber Business Center, 7:30 a.m. Thursday, Feb. 2 - Beautification Committee, Chamber Business Center, noon. Tuesday, Feb. 7 - Ambassadors, Denny’s, 8 a.m. Tuesday, Feb. 7 - Young Professional Lunch and Learn, Chamber Business Center, noon. Wednesday, Feb. 8 - Membership Committee, Bob Evans Restaurant, 8 a.m. Thursday, Feb. 9 - Legislative Committee, Wor-Wic Community College, 7:30 a.m.
Wednesday, Feb. 15 - Lunch & Learn “Planning for Success & Succession,” Chamber Business Center, 11:30 a.m. to 2:30 p.m. Wednesday, Feb. 15 - Salisbury Festival Committee, Chamber of Commerce, 4 p.m. Thursday, Feb. 16 - General Membership Luncheon, Holiday Inn, noon. Tuesday, Feb. 21 - Eldercare Provider Network, Genesis Healthcare, 8:30 a.m. Tuesday, Feb. 21 - Budget & Finance Committee, Chamber Business Center, noon.
Thursday, Feb. 9 - Tech Committee, location: TBD, 9 a.m.
Thursday, Feb. 23 - Business After Hours @ The Shorebirds, Arthur Perdue Stadium, 5 to 7 p.m.
Friday, Feb. 10 - Executive Committee, Bob Evans Restaurant, 8 a.m.
Thursday, Feb. 23 - PR & Marketing, Chamber Business Center, noon.
Monday, Feb. 13 - Workforce Development, Chamber Business Center, noon.
Monday, Feb. 27 - Executive Committee, Chamber Business Center, noon.
Wednesday, Feb. 15 - Business Affairs Committee, Chamber Business Center, 8 a.m.
Wednesday, Feb. 29 - Salisbury Festival Committee, Chamber Business Center, 4 p.m.
Wednesday, Feb. 15 - Chicken Festival Meeting, Chamber Business Center, 9 a.m.
Wednesday, Feb. 29 - Board of Directors, Chamber Business Center, noon.
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Business Journal • February 2012
PAGE 6
Committee announces Chamber officers and board of directors The Nominating Committee is proud to announce the 2012-2013 slate of officers and 2012-2015 slate for the Board of Directors. The Nominating Committee recommends the following: President, Sandy Fitzgerald-Angello, Pohanka Automotive Group; President Elect, Bradley Gillis, Sperry Van Ness - Miller Comm. Real Estate; Vice President, Dr. Memo Diriker, Salisbury University BEACON; Vice President, Tony Nichols, BBSI; Vice President, John Cannon, Cannon Management & Rentals LLC; Secretary/Treasurer, Stephen Franklin, Accurate Optical Co.; Asst. Sec/Treasurer, Jaime Toner, Pool Tech; Legal Counsel, D. Nicole Green, D. Nicole Green, P.A.; Immediate Past President, Ernie Colburn, Comcast Spotlight (Retired). Candidates to join the Board of Directors for a three year term (April 1, 2012 to March 31, 2015) are: Melodie Carter, Hebron Savings Bank; Dr. Carolyn Elmore, Wicomico County Board of Education; Roxanna LaGuerre, Family Tree Senior Care; Jayme Weeg, Junior Achievement; Dr. Bob Wood, Salisbury University, Dean of the Perdue Business School; Pamela Webster, Perdue, Director of Corporate Human Resources; Michael Weisner, Weisner Real Estate. Joshua Boston of Three Lower Countries Community Services will complete an open term until March 31, 2014. In accordance with Article IV of
JANUARY 2012 INDEX PG 4 5x5.25 Deepw
BREAK TIME CELEBRATES ANNIVERSARY - During the week of Jan. 15-21, Break Time Sports Grill & Pub celebrated 12 years of serving the entertainment and dining needs of Salisbury. Located at 1009 S. Salisbury Blvd., Break Time is widely known as an “eatertainment facility” that offers a full menu for lunch and dinner seven days a week, billiards, beverages and music with live music three days a week. They offer off-site and on-site full event catering with Executive Chef Michael Smith featuring a rock & roll themed dining room for private parties. Owner D. Patrick Scott is grateful for the support of the 12 years in the challenging food service and amusements industry. He is active in the community as a founder and officer of the Local Owner Restaurant Association (LORA) and supports local charities. On Feb. 23, Pat will hold the 4th Annual Kim Scott Memorial Benefit for local cancer support association, Women Supporting Women. Contact Women Supporting Women at 410-548-7880 or Break Time Sports Grill at 410-742-7665 for more information or tickets. The event will feature an all you can eat buffet, live auction and the band Transfusion.
our by-laws, additional candidates for director or any officer position “may be nominated by petition bearing the signature of at least twenty (20) members in good standing of the Chamber.” The petitions need to be filed with the Nominating Committee via the Chamber staff within ten days of receiving this notice. The continuing members of the Board of Directors are: Ron Boltz, Alarm Engineering; Lynn Creasy, Innovative Benefit Solutions; David Eccleston, Delmarva Shredding & Recycling; Duane Larmore, Shore Appliance Connection; Kim Lutch, Becker Morgan Group; Dr. James L. McNaughton, AHPharma; Dwight Miller, Gillis Gilkerson; Dr. Peggy Naleppa, M.S., MBA, FACHE, Peninsula Regional Medical Center; David Pfingst, Etch Art Awards; Wayne Strausburg, The English Co.; Dr.Farouk Sultani, Plastic Surgeon (Retired); James W. Taylor, III, Taylor Oil Company; Edward Wilgus, Wilgus Insurance. These people represent our business community. If you have an important community issue, please contact someone on this list or the chamber staff. We can only be the voice of business on the Lower Shore if we know your concerns. Many thanks to the departing board members who have served the Chamber and the community well: Millie Cappello, Travis Fisher, Douglas McCabe, Michelle Miles, Dr. Rosemary Thomas, Stephen Slocum and Luis Luna.
Business Journal Advertising Index The following Directory of Business Journal advertisers provides quick reference for your convenience. The number appearing before the name of the business refers to the page number where the ad appears in this edition of the Journal.
Architecture 7 AWB Engineers . . . . . . . . . .742-7299 Advertising 5 Comcast Spotlight . . . . . . . .546-6615 Clubs & Organizations 11 Salisbury Jaycees. . . . . . . . . . . . . . . . Education 26 Wor-Wic . . . . . . . . . . . . . . . .334-2815 Employment 17 Express Employment . . . . . .860-8888 Entertainment 9 Shorebirds . . . . . . . . . . . . . . 219-3112
Farm Supplies 14 The Farmers & Planters Co. 749-7151
Marketing 31 Matice . . . . . . . . . . . . . . . . . .858-4775
Financial 17 Delmarva Wealth Management. . . . . . . . . . . . .912-4286
Paving 18 Chesapeake Paving . . . . . . .742-2330
8 Farm Credit. . . . . . . . . . 888-339-3334
Real Estate
32 PNC Bank. . . . . . . . . . . . . . . . . . . . . .
19 Remax Crossroads. . . . 443-736-3373
Health 23 Accurate Optical . . . . . . . . . .749-1545
2 Sperry Van Ness. . . . . . . . . .543-2440
21 Apple Discount Drugs . . . . . 543-8401 23 Eastern Shore Pharmacy . . .749-5253
Septic 13 Towers Concrete. . . . . . . . . .479-0914
24 Peninsula Health Mart Pharmacy. . . . . . . . . . . .546-3333
Storage 10 Cubes . . . . . . . . . . . . . . . . . .742-2100
Insurance 3 Avery Hall . . . . . . . . . . . . . . . 742-5111
Utilities
Mailing 7 Mail Movers Marketing . . . . .749-1885
15 Choptank Electric. . . . . . 877-892-0001
10 Bay Area Disposal . . . . . . . .860-6607
Business Journal • February 2012
Barometer
Wicomico County Sales Tax Collections by category
PAGE 7
Salisbury-Ocean City-Wicomico Airport January ‘11 . . . . . . . . . 9,608
5.8
February ‘11 . . . . . . . . 8,796
11.3
March ‘11 . . . . . . . . . 10,698
8.7
April ‘11 . . . . . . . . . . 10,550
4.4
May ‘11 . . . . . . . . . . . 12,820
11.4
June ‘11 . . . . . . . . . . 13,512
18.8
July ‘11 . . . . . . . . . . . 15,291
25.0
September ‘11 . . . . . 13,017
14.9
October ‘11 . . . . . . . . 12,386
6.5
Airline Passengers Enplaned/Deplaned
December ‘11
November ‘11
December ‘10
Food & Beverage
$1,178,701
$1,406,022
$1,029,295
Apparel
$308,721
$266,879
$322,129
General Merch.
$1,878,195
$1,516,496
$1,895,720
November . . . . . . . . . 11,565
21.9
December ‘10 . . . . . . 11,473
11.1
Automotive & Oil
$421,972
$413,187
$423,845
2011 total . . . . . . . 143,738 11.1
Furniture & Appl.
$183,566
$145,052
$171,909
Building Supplies
$514,722
$626,589
$565,314
Utilities & Trans.
$380,641
$405,741
$325,408
National 9.3 9.3 9.1 8.8 8.5 8.2
Hardware & Equip.
$154,743
$174,124
$178,178
Miscellaneous
$520,810
$543,731
$487,739
TOTAL
$5,542,071
$5,497,823
$5,399,537
Information courtesy of Comptroller of the Treasury, Retail Sales Tax Division.
The number in the right column is the percentage of change in passenger activity compared to the previous year.
National, State, County Unemployment Rates Jun Jul Aug Sep Oct Nov
Maryland 7.4 7.4 7.3 7.1 6.8 6.4 Wicomico 8.5 8.6 8.7 8.4 8.2 8.3 Worcester 8.9 8.4 8.2 8.8 13.7 10.5 Somerset 10.7 10.1 9.5 9.0 8.6 8.1
Information courtesy of the Maryland Job Service at the One Stop Job Market. (Not seasonally adjusted.)
Business Journal • February 2012
PAGE 8
Chicken Festival returning to Salisbury
When the 2012 Delmarva Chicken Festival is held in Salisbury on June 15-17 (with a carnival preview night on June 14), it will mark the event’s 14th visit to Salisbury – that’s more times than the festival has been held in any other Delmarva location. The festival’s first visit to Salisbury was in 1949 when it is believed that festivities were staged at the Salisbury Armory. As part of this event, the 2nd annual Delmarva Chicken Festival, a chicken cooking contest was held. The contest was billed as the National Chicken Cooking Contest and although contestants in that first competition came from only three states and the District of Columbia, it was the beginning of what is today one of the nation’s oldest and most highly publicized food promotions. The National Chicken Cooking Contest is now sponsored by the National Chicken Council and held in odd numbered years in locations that move around the country. The winner of the first National Chicken Cooking Contest was Mrs. A.L. Karlik from Salisbury who prepared Broiled Chicken Deluxe. Over the years when the Delmarva Chicken Festival returned to Salisbury,
it was held in a variety of locations including local schools, the Wicomico Youth and Civic Center, Salisbury University, The Salisbury Mall, and the current site at The Centre at Salisbury. Along with this year’s festival chairmen, Robbie Tarpley Raffish, a.s.a.p.r. Intergrated Marketing and James McNaughton, AH Pharma, other Salisbury leaders who have chaired the event are Jeff Middleton, Alfred Truitt, Howard Wilson, George Wolf, John Culver, Jr., Ramon Matheu, Bruce Hall, Robbin Gray, Dean Gray, Keith Iott, and Joel Boren. In the festival’s 63 year history, there have been many additions and changes. The giant fry pan made its first appearance in 1951. Chicken Capers were added in 1975 and a carnival was first part of the event in 1981. A pageant to select a Little Miss and Miss Poultry Princess was eliminated in the 1980s and a chicken cooking contest was last held in conjunction with the festival in 1998. Live entertainment has become a more important part of the festival, and an array of family events such as car shows, arts and crafts, home and trade show vendors, and more have
The Salisbury Jaycees barbecued chicken for festival goers throughout the weekend of the 2008 Delmarva Chicken Festival. Look for them again at this year’s festival on June 15-17, along with the Salisbury Lion’s Club giant fry pan.
joined the list of attractions. A parade, an important part of the festival in its early years, is seldom held today due to the challenges of increased traffic and congestion; but the menu, once limited to only fried or barbecued chicken has
expanded to offer many chicken dishes with a number of ethnic and all-American flavors. Now a Delmarva tradition, the annual Delmarva Chicken Festival attracts an Continued to page nine
SALISBURY AREA
CHAMBER OF COMMERCE ASAP Screenprinting, Embroidery, & Promotional
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Delmarva Shredding & Recycling
Rep: David Eccleston P.O. Box 3696 Salisbury, MD 21802 410-860-1425 410-860-1426 (fax) deccleston@delmarvashredding.com Delmarva Shredding & Recycling is a locally owned & operated business providing fast and secure onsited document destruction, as well as office paper & plastic recycling services.
J. David Collins & Associates David Collins
540 Riverside Dr., Ste. 8 Salisbury, MD 21801 410-548-3333 www.jdavidcollins.com Therapy for individuals, couples, and families. Referred by Green, Nicole
Kiefer & Colbourne Insurance
Rep: Jack Colbourne 720 E. College Ave., Ste. 1 Salisbury, MD 21804 410-546-9388 410-546-3818 (fax) JackColbourne@allstate.com www.kiefer-colbourneins.com Allstate Insurance office offering auto, home, renters, motorcycle, boats, commercial, life and financial services.
Tyler Building Company, LLC
Reps: Will & Nikki Tyler 5720 Dockside Dr. Marion, MD 21838 410-651-3790 410-651-3791 (fax) nikki@tylerbuildingco.com www.tylerbuildingco.com Residential contractor specializing in new home construction, home improvements, roofing, siding, additions, decks, porches, fences, and much more.
Cooperative lending at its best. While most businesses return their profits to outside investors, MidAtlantic believes in the importance of cooperative ownership. In other words, our members are our investors, and they can share in our profits. Call Farm Credit today to learn more about the benefits of cooperative lending. Farm Credit. Made for you. Owned by you. Here for you.
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Business Journal • February 2012
PAGE 9
Commercial Property Report By John McClellan, CCIM Sperry Van Ness
In this month’s report, we are reporting on a mix of commercial sales that have occurred in the last several months in Wicomico, Worcester and Somerset counties. The former Orkin office building located at 927 Eastern Shore Drive consisting of a 3,420 square foot building on .42 acres was sold for $230,000. The seller, J. Lowell & Sharon Stoltzfus was represented by Clif Holloway of Coldwell Banker and the buyer, Dean Richardson was represented by Paul Richardson of Schneider, Richardson & Davis. .89 acres of land at the corner of College Ave. and South Salisbury Blvd. has been purchased by CVS from Benedicts the Florist for $1.895 million. The buyer was represented by an outof-town broker and the seller was represented by Bradley Gillis, CCIM and John McClellan, CCIM of Sperry Van Ness – Miller Commercial Real Estate. Wicomico Land, LLC has acquired four parcels of commercial land totaling 19.58 acres and industrial buildings totaling 161,967 square feet on Boundary Street from Stein Land Corporation and H.D. Metal Company, Inc. for a total of $2,196,767. Brittingham Square Apartments, a 144 unit apartment complex on Sharen Drive in Salisbury was recently sold to Chesterbrook Island Club, LLC for $9,925,000. The seller was UDR, Inc. The deal was brokered by the Baltimore Multi Housing Team of CBRE led by Michael Rudolph. The team was assisted locally by Joe Schneider of Schneider, Richardson and Davis. Burke Equipment has sold their Seaford, Del. location to Hertrich Properties. The sale was brokered by John McClellan, CCIM of Sperry Van Ness – Miller Commercial Real Estate, the 4,400 square foot building on 1.89 acres sold for $350,000. Delmarva Power and Light, recently acquired a 28.94 acres of land located on Ocean Gateway in Mardela Springs. The land was sold by Byron Richardson
Chicken Festival Continued from page eight
estimated 25,000 or more visitors to the host community. This means a significant economic impact, not just for the Salisbury Chamber and participating civic groups, but for businesses such as gas stations, hotels, and retail stores. All profits generated at the festival remain with the host community. The Delmarva Chicken Festival is sponsored annually by Delmarva Poultry Industry, Inc. (DPI), the organization working for the continued progress of the poultry industry on the Delmarva Peninsula. For more information or to get your business involved in the festival, call Shannon at 410-749-0144 or email chamber@salisburyarea.com.
for $400,000. The land is proposed for future power transmission requirements. 36.4 acres on Beauchamp Road (opposite Ocean Pines) in Berlin was transferred for $345,000. The property included three single family homes and tillable crop land. The seller, Bruce D. Nelson, was represented by Eric Cropper of Prudential Pen Fed Realty and the buyer, Blair M. Snyder, was represented by Holly Campbell of RE/MAX premier properties. A fully equipped, turn-key restaurant located in Newtowne Plaza in Pocomoke City sold for $350,000. The condominium unit consisted of 2,900 square feet. The seller, Robert Mason was represented by Jeremy Mason, of Hall Realty. The property is proposed for a sushi/hibachi restaurant slated to open in 2012. The former Shore Comfort Building consisting of a 3,520 square feet building on 1.07 acres located at 32221 Beaver Run Drive in Salisbury sold for $250,000. The buyer was Spicer Brothers Construction and the seller was TD Bank. The sale was brokered by Chris Peek, CCIM of Sperry Van Ness – Miller Commercial Real Estate. The former Skipjack Seafood building located on Pemberton Drive has been acquired by Bay Shore Services. The 4,600 square foot building situated on .8 acres sold for $350,000. The seller was PNC Bank. The transaction was brokered by Randy Bendler, CCIM of Bendler Realty Corporation. A 10,600 square foot shell office building on 1.03 acres located at 1821 Sweetbay Drive in Salisbury has been sold to SAI Partner, LP by Barbara S. Davis for $650,000. The seller was represented by Henry H. Hanna, CCIM of The Hanna Team at Sperry Van Ness – Miller Commercial Real Estate and the buyer was represented by Bradley Gillis, CCIM of The Gillis Team at Sperry Van Ness – Miller Commercial Real Estate. The property is slated for medical use. A 30,240 square foot industrial building located on Fieldcrest Drive in Cambridge has been acquired for $1.5 million by Triple Ventures LLC from The Maryland Economic Development Corporation. The transaction was brokered by Henry H. Hanna, CCIM of The Hanna Team at Sperry Van Ness – Miller Commercial Real Estate. Two condo office units totaling 2,000 square feet located at 9748 Stephen Decatur Highway in West Ocean City have been purchased by Eric Davis for $150,000. The seller, Farmer’s Bank of Willards, was represented by Erik Windrow of Prudential Pen Fed Realty and the buyer was represented by Paul Richardson of Schneider, Richardson & Davis.
Write John McClellan, CCIM at Sperry Van Ness – Miller Commercial Real Estate
McClellan
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Business Journal • February 2012
PAGE 10
Annual economic forecast is for slow recovery in 2012
By Al Higgins
January 19 was an important day for the business community on the Eastern Shore. Business leaders, owners and politicians gathered at the Franklin P. Perdue School of Business on Salisbury University’s campus to discuss the future for business on Delmarva and beyond. Leading the program was J. Michael Scarborough, president & CEO of Scarborough Capitol Management. Scarborough, a dynamic and entertaining speaker, offered a wealth of information concerning the state of economies around the world. His firm believes that the nation’s economy has bottomed out and a very slow and sluggish recovery has begun. He cautioned about investing in countries such as Japan or China due to their volatility and he mentioned that when China’s economic bubble bursts – which he added it certainly will – the price of oil on the global market will drop considerably. “Corporations are holding vast amounts of capital,” he stated, “and they will continue to do so until they can see what direction the country is going.” He added that the S&P index has been basically flat-lined since 1997, with extreme highs and lows. Following Scarborough’s remarks, a panel was formed to address the Opportunities and Challenges for Our Region. John Stern, president & managing partner of PKS & Company , expressed guarded optimism for the region’s economy, but also admitted to having some fears and uncertainty. Hindrances to growth in his vision are taxes, governmental regulations and mandates, costs increasing faster than prices and the lack of new businesses and job creation. He pointed out that we need to grow our beach and hospitality businesses, our medical education institutions and that he is pleased by the number of people
who choose to retire on Delmarva. Michael James, general manager of Carousel Resort, Hotel & Condominiums, says that the real estate market is beginning to look better and there has been an increase in folks shopping for second homes. He is bullish on the market for the coming year and the hotel room rentals, so far, are up from that of 2011. He went on to say that Annapolis does not consider the hotel and hospitality business to be an industry and fails to support it. He maintains there are very few advertising dollars coming out of Annapolis in support of the beach and hospitality trade. James stressed that the region needs a “good summer.” Last year’s Hurricane Irene shut Ocean City down for three days, costing businesses up to 15 percent of normal annual sales. He added that the casino at Ocean Downs does not contribute to the Ocean City economy. He closed by stating the importance of the eastern European students who come to work every year in Ocean City, and he called for the continuation of the J1 Visas. Mike Gershenfeld, president of Sysco Eastern Maryland, is concerned with the increasing costs for his operation. Inflation has hit the food business, as has over-the-road hauling. His operation in Pocomoke City puts his trucks on the road for upwards to 4.4 million miles a year, and the tolls for crossing the Bay Bridge alone amount to $75,000 annually. Gershenfeld is optimistic about the future and is currently hiring. He stated that his employees are his biggest asset and that when they enter his organization – regardless of their prior experience or education – all employees begin working on the floor to enable them to learn the business from the bottom up. The last panelist to speak was William McCain, president & CEO of W. R. McCain & Associates, Inc. He men-
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tioned the unemployment rate in Wicomico County is about the same as the national average – 8.1 percent. In his opinion housing sales are beginning to increase, but at a slow pace. Of particular importance, he said, is that we are beginning to see a decline in the housing inventory (the number of homes on the market) and this is good. Wayne Strausburg, president of Hall Consulting & Management, completed the morning program with an overview of the Maryland Governor’s Commission on Small Business: Small Business Survey Results & Preliminary Findings. The 26 people serving on the commission reviewed 208 completed surveys, from small business owners – primarily from service oriented businesses. The results of the survey appeared to the
audience to be of little value. Many felt the sampling size was too small and many of the questions presented in the survey were ambiguous, with the result being several answers possible for a single question. Strausburg listened to the audience and pledged to bring their concerns to Annapolis. Following a light lunch, Dr. Memo Diriker addressed the group and talked about the importance of the poultry industry to Delmarva. He stressed that the regulatory climate in Maryland is making it increasingly difficult for area poultry farmers to survive and to lose this industry would deliver a crippling blow to the region. The annual event, spearheaded by the Salisbury Area Chamber of Commerce, was an overwhelming success.
Farm Credit celebrates 95 years
Farm Credit is celebrating its 95th anniversary by continuing to open the doors of opportunity for agriculture and the rural community. One of the largest ag lenders on the East Coast, Farm Credit has over $2 billion in loan outstanding and more than 10,500 members. Farm Credit is a cooperative, which means its members are its owners. As owners, they have the ability to share in the profits of the company through patronage refunds. In 2011, more than $18 million in patronage was returned to customers.* Customers can take advantage of a wide range of products and services, including loans for farms, country homes, land, construction, equipment, buildings operating and more. Farm Credit also offers lease options as well as crop insurance. The company employs almost 200 experienced and knowledgeable staff, throughout 20 offices serving the Eastern Shore of Maryland and Virginia, Eastern Pennsylvania, Delaware, Central Maryland and the Shenandoah Valley area of Virginia and West Virginia. Locally, there are offices in Salisbury and Pocomoke. Farm Credit is part of the national Farm Credit System, with more than 500,000 borrowers and an overall portfolio of more than $160 billion. For more information about Farm Credit, check out their website at www. mafc.com or give them a call at 888-339-3334. *Past performance does not guarantee future patronage payments.
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Business Journal • February 2012
PAGE 11
The Salisbury Jaycees Foundation would like to say
Thank You!
On December 10th 2011, the Salisbury Jaycees and the Salisbury Jaycees Foundation treated local underprivileged children to a Christmas Shopping spree at Walmart in Salisbury. This project was made possible by the generous donations of the following local businesses, organizations and individuals. Special Thanks to Walmart, the Wicomico County Sherriff’s Office, Wicomico County Board of Education, Shore Appliance Connection, Jennifer Adams, Salisbury Baptist Temple, and Bobby Weston. Turning the dirt on the new project are, from left, Cindy Lunsford, Peninsula Regional executive vice president/COO; Karen Poisker, vice president patient care services; Martin “Marty” Neat, chairman, Peninsula Regional board of trustees; Denise Billing, president, PRMC Foundation; Carol Deal, executive director, surgical services; David Rommel, co-chairman of PRMC Foundation’s capital campaign; Dr. Peggy Naleppa, MS, MBA, FACHE, president/CEO of Peninsula Regional Medical Center; Dr. Mark Edney, assistant chief, department of surgery and medical director, Peninsula Institute for Laparoscopic and Robotic Surgery; and Scott Saxman, project manager, Whiting-Turner Contracting Co.
Medical Center Continued from page one
The project will include the construction of a two-story, 17,520-squarefoot addition to the existing Surgical Services Department to accommodate the larger ORs, and renovation of 13,300 gross square feet of existing hospital space. The project will be conducted in two
phases. Phase 1, which started today, will include the construction of the four new operating rooms and a supply room. Phase 1 is projected to take 1218 months. Phase 2, in which existing ORs will be dismantled and replaced in steps so as not to disrupt scheduling, will take 24 to 32 months to complete. The Peninsula Regional Medical Center Foundation has embarked on a $3 million capital campaign to offset the close to $18 million cost of the project.
Member Spotlight
Maho’s Pizzeria By Al Higgins There is a new pizzeria in town. Maho’s Pizzeria opened late last year at 720 College Avenue in Salisbury. Maho’s is the third restaurant owned by the Koltuk family. They also have two full service restaurants - Maho’s Kitchen - one in Crisfield and one in Ocean Pines. “We have had a very positive response to our new restaurant,” says Hazel Koltuk. “We decorated the restaurant with an old style décor. Our floor is checkered and the walls are lined with games including Pac-Man. The strength of our business,” she continued, “is the quality of the food we serve. All of our pizza and stromboli doughs are made right here, as are our sauces. We start from scratch every day!” The folks at Maho’s will deliver anywhere within 8 miles of their restaurant. Many such trips are to college dorms, frat houses and other
businesses. While Maho’s Pizzeria makes a great pizza, they also offer a host of other Italian and Greek dishes. Lasagna, Maho’s cheese steaks, gyros and wings are very popular. They also offer classic Italian dishes such as spaghetti, chicken alfredo, chicken parm, baked ziti, manicotti and other specialties. Also on the menu are melts, appetizers, hot and cold subs, cold sandwiches, clubs, burgers and fish dishes such as crab cakes, flounder and shrimp. Maho’s Pizzeria offers catering and will provide party platters with one day’s notice. They are especially proud of their 16 by 16 inch square pizza, which has become an immediate hit for the party crowd. Whether you’re looking for a quick sandwich, a pizza for the ball game or an excellent Italian meal, Maho’s Pizzeria is the place for you. Hazel and her staff will gladly whip up a meal that is sure to please.
Patron Saints
Draper Holdings Charitable Foundation Rob and Stacy Hart Rommel Electric Company Comcast Duane Larmore
Shore Appliance Connection, Inc Walmart, Salisbury
Guardian Angels
Paul & Wanda Ferrier Tony Tank Tribe of Red Men Lodge #149
Good Samaritans
American Legion Post 64 Bailey’s Taxi Service Baxter Enterprises, LLC Bill and Susan Satterfield Dr. Charles Brenner, DDS Charles R. & Ruby Dashiell Community Pharmacy Cooper Insurance Agency Inc Courtesy Chevrolet David Englehardt David and Melanie Smith Delmarva Power Fairfax Station Enterprises, LLC Fraternal Order of Police Law Officers of Wicomico Fredrick D. Bloom Gillis Gilkerson Inc. Hebron Saving Bank Henry S. Parker Holt Paper & Chemical Company Ins. Women’s Assoc. of the Eastern Shore Jean & Vic Laws David B. and Lynn C. Douse Dr. Debra L. Welsh, DDS Ennis Plumbing & HVAC, Inc. George T. and Valerie A. Mason Howard and Ruth Hammond Dr. James M. Crouse, DDS PA
John E. Jacob Jr. Lifetime Masonry Louise Smith Marathon Service Company, LLC Market Street Inn, LTD. Mid-Atlantic Heating & Air Cond., Inc. Olde Crisfield Crab & Steakhouse PRO Coat, LLC. Robert & Diana Dickey Robert A. Eaton Robert W. Nock Ins. Agency, Inc. Salisbury Elks Lodge B.P.O.E. #817 Steven and Sara Cox Suzanne Morris The Bank of Delmarva The Shannahan Water Company, Inc. Thomas & Susan Robinson Tri-State Engineering of Maryland VFW Meuse Post 194 Wicomico County Republican Club Women of the Moose - Salisbury Chapter 1208
Friends
Patrick F. and Althea J. O’Connor Paul & Mary Johnston Pohanka Automotive Sam’s Club Werner L. Gruber
Reflects Donations Received as of December 31, 2011
The Salisbury Jaycees Foundation The Salisbury Jaycees Foundation, Inc. was Our Board of Directors formed in 1975. Its primary purpose was to David Robert Smith, President assist the Salisbury Jaycees with fundraising -------------------------------for their annual Children’s Shopping tour. Duane Larmore, Vice President Over the years, thanks to the support of Melanie B Smith, Treasurer our generous sponsors, the foundation Brenda Price, Secretary continues to make an important impact Jim Carpenter, Board Member in our community. For more information about the foundation Pete Hughes, Board Member and its mission visit us online at Jay Pepper, Board Member Jack Trader, Board Member www.SBYJCFOUNDATION.org
PAGE 12
Business Journal • February 2012
Contractors will be affected by proposed changes By Jackie Gast A large number of federal contractors and subcontractors here on the shore and nationally will be affected by the possible changes in the Office of Federal Contract Compliance Programs’ proposed rulemaking on Section 503 of the Rehabilitation Act of 1973. Secretary of Labor Hilda L. Solis said, “This proposed rule represents one of the most significant advances in protecting the civil rights of workers with disabilities since the passage of the Americans with Disabilities Act.” Public comments on the rule, identified by RIN number 1250-AA02, are invited and must be submitted by Feb. 7, at www.regulations.gov. The following are excerpts taken directly from the U.S. Department of Labor’s website, http://www.dol.gov/ ofccp/regs/compliance/sec503/Sec503_ Media_Release_2011-12-07.htm. The departments’ Office of
Federal Contract Compliance Programs’(OFCCP) proposed rule, published Dec. 9, 2011, would strengthen the affirmative action requirements established in Section 503 of the Rehabilitation Act of 1973 obligating federal contractors and subcontractors to ensure equal employment opportunities for qualified workers with disabilities. The proposed regulatory changes detail specific actions contractors must take in the areas of recruitment, training, record-keeping and policy dissemination—similar to those that have long been required to promote workplace equality for women and minorities. In addition, the rule would clarify OFCCP’s expectations for contractors by providing specific guidance on how to comply with the law. The following are highlights of the proposed rulemaking: • Federal contractors and subcontractors would be required to set a hiring goal of having 7 percent of their
Workforce Development update By Jayme Weeg, WDC Chair
President, Junior Achievement of the Eastern Shore
The Workforce Development Committee of the Salisbury Area Chamber of Commerce’s mission is to serve as an exchange forum where the business community can interface their current and future work force needs with representatives of all aspects of the community and then work together to address needs in those institutions that will more effectively prepare the work force of the future. Each month, the committee brings in a speaker from a particular industry or expert in the area of work force development to speak of the changes, needs, and gaps in the world of hiring and work force development. After each speaker, the committee will then set forth tasks to educate their organizations and the community about those needs, all in an effort to spread change to the masses. By working together we can make sure we are preparing a globally competitive workforce. This month the committee had the pleasure of hearing from Kennan Lubeley, recruiter at Peninsula Regional Medical Center. Kennan discussed some of the challenges recruiters face in the current economy, including an aging population on the Delmarva Peninsula, as well as an aging workforce, and bridging the skills-gap between veteran employees, and newer workers entering the workforce. Although these are important issues we all must face and plan for within our organizations, hospitals and medical facilities are especially challenged. Patient population continually increases in size and acuity, despite shortages
of medical specialists in many areas. A number of talented staff are coming closer to retirement daily. The nursing shortage has not diminished, although our current economy might suggest differently. Imagine what will happen once the economy stabilizes and we see a definitive upturn. More Baby Boomers will feel ready to take advantage of retirement, taking with them specialized skill sets and knowledge. In addition, although there are at least 5 workers to every job opening, there seems to be a skills gap, with shortages of highly skilled workers. For example, those jobs currently in highest demand (such as engineers or occupational therapists) require specialized skill sets, degrees, and/or certifications, that may take many years to obtain. Economists are calling this a “skill-based technology” change. Jobs requiring only minimal skill and repetitive tasks are now mostly performed by computers, leaving the significant needs in areas requiring more critical-thinking skills. Peninsula Regional is extremely fortunate to be thriving despite these challenges. We have many strong nursing programs locally, such as Salisbury University, Wor-Wic Community College, and Del-Tech, providing a flow of new graduates. Physical therapy, physician assistant, and pharmacy programs are now available at the University of Maryland Eastern Shore. Peninsula Regional received an unprecedented 22,000+ job applications last year. For more information on how you can get involved with the Workforce Development Committee, contact the Salisbury Area Chamber of Commerce.
employees be workers with disabilities in each job group of the contractors’ workforce • Improve collection of data by requiring that contractors invite all applicants to voluntarily self-identify as an “individual with a disability” at the preoffer stage of the hiring process. Contractors also will be required to invite post-offer voluntary self-identification and to survey all employees annually in order to invite their self-identification in an anonymous manner • Require that contractors maintain records on the number of individuals with disabilities applying for positions and the number of individuals with disabilities hired • Require, for the first time, that contractors develop and implement written procedures for processing requests for reasonable accommodation • Require that contractors engage in a minimum of three specific types of outreach and recruitment efforts to recruit individuals with disabilities • Require that contractors list job openings with One-Stop Career Centers or other appropriate employment delivery systems • Require previously recommended
steps contractors must take to review their personnel processes, as well as their physical and mental job qualifications • Incorporate updates made necessary by the ADA Amendments Act (ADAAA) of 2008. According to the USBLN, the national form of the ESBLN, “The main comments that OFCCP seeks concern the following topics: The proposed text of the voluntary self-identification invitations that contractors would use when asking an applicant or employee to identify as an individual with a disability. The possible inclusion of a 2% sub-goal for individuals with certain particularly severe or targeted disabilities. OFCCP seeks comment on both the concept of using a sub-goal, and on the disabilities that should be included in such a sub-goal; and the use of a utilization range rather than the fixed 7% national goal the rule proposes. OFCCP seeks comment on a range of values between 4% and 10%.” Most disabilities are hidden with approximately 20% of the U.S. population having a disability. The rule basically changes Section 503’s ruling from the honor system to a documented system.
Business Journal • February 2012
PAGE 13
SEPTIC SYSTEMS
Why you can’t say no! By Ira Wolfe
Success Performance Solutions
If you’re in business, it is almost a certainty that you’ve been invited to connect with someone on LinkedIn. Unfortunately, many people are still confused about what LinkedIn is and how it can help them or their business. Unfortunately in this day and age ignorance is not bliss and avoidance can be harmful to your business. Let me explain. In the good old days of 1990 and the early 2000s, businesses had a choice where they advertised their business. If they didn’t want an ad in the local newspaper or Yellow Pages, they just said no. But then online networking sites (like Facebook and LinkedIn) as well as business review sites like Google Places and Yelp came along and …well, the world changed. What’s this have to do with LinkedIn? Anytime a current or former employee joins LinkedIn and lists your business on their personal profile, LinkedIn links their name to your business. If your company doesn’t have a company profile, the employee might take a few minutes and fill in the blanks on your behalf. Sometimes that can be accomplished in your best interest. Other times, especially for ex-workers, it is a really good time to turn your company profile into a personal sounding board. What’s the danger of that? Many vendors, suppliers, and job candidates use LinkedIn to research companies before they buy, sell, or job hunt. Is your business represented professionally? Does your message communicate the message you want? If you don’t have a LinkedIn account, you will have no way of knowing until it is possibly too late. Another danger of avoiding LinkedIn is that job candidates do tell little white lies on resumes. But sometimes, they might be bold and loud and scream Liar, Liar at your expense. For example, I recently was showing a client how to use LinkedIn. I pulled up his company profile and at the top of his list was his VP of Sales. Unfortunately he had never heard of this person. A candidate on LinkedIn had created a work history
at his company and posted it on his resume to fill the job lapse on his resume. Again – if you are not using LinkedIn and monitoring your company profile, your business could be misrepresented. So where do you start? If not the CEO, president, or owner, a member of senior management must be connected on LinkedIn. Create your company profile with the message you want the rest of the world to see. Company profiles are like free websites. If you don’t have one, you’re missing an opportunity. If you have one but don’t optimize it, it’s wasted opportunity. Monitor your company profile. Make sure employees and former employees who link to your company have actual history with you. (FYI - you can’t prohibit former employees from including you as a former employer.) Social media has turned marketing inside out. Just saying no does not remove your participation. If you’re not doing the talking, then someone else is. And if you’re not listening, the silence may not be golden. About the author Ira Wolfe is the president of Success Performance Solutions and author of “Perfect Labor Storm 2.0” and “Geeks, Geezers, and Googlization.” To reach him, call 410-941-2345 or visit www. super-solutions.com.
Want to learn more about LinkedIn? Sign up for a LinkedIn Webinar hosted by the Chamber’s Tech Committee on Wednesday, March 7, at 11 a.m. (Cost is $15). Call the Chamber today for more information!
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Business Journal • February 2012
Jim Hudson finds niche with unique tomato juice Do you know of any local businesses that help other businesses receive additional profit from their products? Meet Jim Hudson, owner of Luke’s Premier Tomato Juice who does exactly that with his unique juice. Hudson named his business after his grandson, Luke, who loves tomatoes. He first started canning tomatoes and making juice only for his grandson, then he started canning more and giving it away to his other family members who encouraged him to start a business and sell his juice for profit. Out of pure curiosity, Jim conducted marketing research. He took his juice to total strangers to get honest feedback. “Everyone who tried it said the juice was great and that it tastes like a fresh tomato. I had a 99.9% success rate. It gave me the confidence I needed to start the business.” Jim Hudson is an inventor; in creating the unique process of separating clear juice from the pulp to produce his juice, Hudson has no competitors. Thus far, equipment has not been developed to simulate Hudson’s process of juice making therefore he tests different types of equipment before he buys it to make sure he can utilize it in his operations in a non-standard way. The outcome is the clear tomato juice that tastes like a real tomato. “The secret,” says Jim, “is in blending different types of tomatoes. Each tomato adds the unique flavor to the mix. It is very much like brewing wine.” It took a full 6 years for Jim to invent and develop the whole production line. When Hudson was seeking financing opportunities to get his business off the ground he was referred to MCE by two people - Dan Kuennen, director of the Rural Development Center at University of Maryland Eastern Shore (UMES) and Lois Haggerty, business consultant at Small Business Development Center (SBDC). MCE specializes in small business loans, business trainings and one-on-one business consulting. In our country’s current economic state, banks have tightened their regulations and are hesitant to lend money to new busi-
Jim Hudson, owner of Luke’s Premier Tomato Juice
nesses that have been in the existence for less than three years. MCE fills that gap; it lends money to both new and existing businesses, regardless of number of years the business has been in operation. “Without MCE’s help I couldn’t complete my project. I borrowed funds from MCE to purchase the equipment to start production of the only in the whole country pulp-free tomato juice. Without the equipment I couldn’t have done anything. The staff was a great help. Loan officer, Andy Hall, processed my loan application in a timely manner and I was able to start my operations right before the tomato season began. MCE fills the need in the community for business owners who can’t get a loan at the bank,” said Hudson. Jim located his operations on the UMES campus and his business boosts the local economy. Hudson helps local tomato growers make the most money out of their farms. Jim is buying the second product from them – tomatoes that are too ripe, and that resellers won’t buy from the growers. Those tomatoes will end up being thrown away. This allows growers, who Jim works with, to
Jim Hudson is an inventor. In creating the unique process of separating clear juice from the pulp to produce his juice, Hudson has no competitors in the whole country.
get additional profit from their product that would have been thrown away otherwise. Currently, Jim is working with Alan and Elizabeth Butler, local farmers and tomato growers. Jim is still looking for three or four Heirloom tomato growers, to nail down the operations for the next season. In the beginning of 2012, Jim Hudson will be applying for another loan with MCE, to increase capacity and get his product to the large retailers such as
Shore Gourmet, Dean & DeLuka, Williams-Sonoma, Whole Foods and Sysco. Representatives at Whole Foods and Sysco tried Jim’s juice and both said that there are no products on the market that are similar to his. Larger retailers are waiting for Jim to increase production and set up his distribution channel. Jim Hudson sets a great example of how you can grow your hobby into a money-making business. All you need is passion, marketing research and a supportive environment.
The Farmers & Planters Co. FARM - FEED - SEED - LAWN - GARDEN WILDLIFE
PROPERTY SOLD - Senior advisor Bradley Gillis, CCIM of Sperry Van Ness – Miller Commercial Real Estate recently settled on a 10,600 square foot professional/ medical shell space, built in 2006 located at 1821 Sweetbay Drive in Salisbury. The transaction was a short sale, requiring bank approvals after the buyer and sellers reached an agreement; it was purchased for $625,000 or $59 per square foot for what is considered ‘shell space’. The interior of the building had no prior build out completed with a combination of concrete and dirt floors. When the project is finished, the buyer will occupy class ‘A’ office space with one build to suit unit offered for lease.
Rt. 50 & Mill Street Salisbury, MD 21801 410-749-7151 Phone www.farmersandplanters.com
Business Journal • February 2012
PAGE 15
PURSEL HONORED - Melanie Pursel, executive director of The Greater Ocean City Chamber of Commerce received the Audrey Davenport Hospitality person of the Year Award at the Maryland Tourism & Travel Summit Awards ceremony held in College Park on Nov. 3, 2011. Named in honor of a Maryland Tourism Council past president legendary for exceptional customer service, this honor is awarded to an individual demonstrating outstanding service to Maryland visitors. Pictured from left: David Reel, president/CEO, Maryland Tourism Council; Melanie Pursel, executive director, Greater Ocean City Chamber of Commerce; Sandy Turner, MTC chair, Cecil County Tourism; and Margot Amelia MD State Travel director.
Marshall Auction will expand The new year has brought big growth to local Salisbury business Marshall Real Estate Auctions. Doug Marshall, president and owner of Marshall Auctions recently announced expansion plans for the company. The additions include the creation of Marshall Home & Land Company, as well as the hiring of three new lead employees. “I believe in the future of our local communities,” says Marshall. “For that reason, I am committed to investing our company into community growth.” With the ever increasing number of calls for residential auctions, Marshall Auctions hired Joel Maher, as residential property advisor to take on pre-auction property listings. Joel is a certified short sale specialist and is a multi-million dollar producing real estate agent and was named Coastal Association of Realtors Rookie of the Year in 2010. Marketing and advertising for both
companies will be directed by Victoria Kent, vice president of marketing. Victoria comes to the area from Montgomery County with a strong background in marketing, advertising and promotions. With the launch of Marshall Home & Land Company, AJ Tucker has been hired as director of construction. AJ comes to the company from a lifelong background in the construction and home building industry. AJ has managed a wide variety of projects ranging from homes for first time home buyers, to full scale residential developments, as well as custom home design and construction. “Our stream lined business model has allowed us to survive during the downturn and position ourselves to acquire projects that will put people to work on the Delmarva Peninsula,” says Marshall.
The Delmarva Shorebirds have once again packed the promotional schedule with a litany of fireworks shows. In total, the Shorebirds will host 13 postgame fireworks shows in 2012 including the biggest of the season on July 3 at Arthur W. Perdue Stadium. The Shorebirds will hold a fireworks show following every home Saturday game (11 shows) and two additional shows including Tuesday, July 3 to celebrate Independence Day. In addition to the spectacular fireworks show on July 3, the Shorebirds will honor Veterans of Foreign Wars as part of Support Our Troops Night. Players and coaches will wear special patriotic uniforms that will be auctioned off following the game. Proceeds from the auction will benefit the Military
Assistance Program (MAP), which has hosted over two million military families at events ranging from welcome home ceremonies to family day events. “Our fireworks shows have been great over the years and we’re excited for 13 more in 2012,” said Shorebirds general manager Chris Bitters. “We’re excited to announce that the July 3 fireworks show is going to be one of our biggest shows to date!” Shorebirds ticket packages (full season, half season, 22-game, 12-game) are on sale and all four plans include fireworks shows. Ticket plans are customizable to fit your schedule. For more information about the Delmarva Shorebirds and the 2012 schedule, call 410-219-3112 or visit www. theshorebirds.com.
Shorebirds include fireworks
STUDENTS HOLD TOY DRIVE - The Upper School Student Government Association at Salisbury School recently led a toy drive to provide holiday gifts to local children. Students in grades 9 through 12 contributed a wide selection of new toys including dolls, games, stuffed animals and crafts. Shown here is Jessica Bunting, Salisbury School’s Upper School SGA president, with the donations from Upper School students. The toys were presented to the United Way of the Lower Eastern Shore for distribution to local families in need.
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Business Journal • February 2012
Business After Hours MoJo’s
Chamber members, friends, and local elected officials came out for a ribbon cutting to celebrate the grand opening of MoJo’s in Salisbury.
On Wednesday, Jan. 11, chamber members, friends, and local elected officials came out to support Rob Mulford & Chef Joel Olive for a ribbon cutting to celebrate the grand opening of MoJo’s, located at 213 E. Main St., Salisbury. Attendees also stayed for a Business After Hours networking event right after the ribbon cutting, and got to find out what was new with their fellow chamber members, while sampling multiple offerings from MoJo’s menu. This new restaurant offering boasts “Food With Attitude” and is a welcome addition to downtown Salisbury. To take a peek at the menu, and find out what is happening at this new hangout, visit www.mojossalisbury.com for more information.
Doug McCabe of PKS & Company, PA and Chamber Board member, Mike Kleger also of PKS and past President of the chamber board, along with his wife Cindy, and Tom Hayes of Hayes Architecture.
Joe Albero of Salisbury News, Brad Gillis of Sperry Van Ness Miller Commercial Real Estate & Chamber Board VP, Kathleen McClain – General Manager of WMDT-TV.
Guest Ann Marie Nolan, Marly Lynk of Women Supporting Women, Michelle Marriner of Maryland Broadband Cooperative.
Andrea Berstler – the new director of the Wicomico Public Library, Kathleen Momme & Amy Luppens of the United Way of The Eastern Shore
Business Journal • February 2012
PAGE 17
A delay in investing for the future could prove costly By Kelley Selph You’ve no doubt heard that “time is money.” While this expression may be applicable in many areas of life, ...the more time you it’s especially relevant for investors — because the more spend not investing, time you spend not investing, the less money you are the less money you are likely likely to have when you to have when you really need it, such as during your really need it. retirement. That’s why it’s essential that you don’t wait to ditional Individual Retirement Account start saving for your days as a retiree. (IRA), and your investments inside that Many people think it won’t make IRA hypothetically earned on average much difference if they delay investing for a few years. As you know, time flies, 7% a year, you would accumulate about $512,000 after 40 years. However, if and before you know it, “a few years” you had waited until you were age 30 turns into a decade — and a decade’s to start saving for retirement, with all postponement in saving for retirement else being equal, you’d end up with only can make an enormous difference in about $355,000 when you reached 65 — your life. How big a difference? Sup$157,000 less — due to that five-year pose you plan to retire at age 65. If at delay. And if you waited 10 years, until age 25, you began putting $200 a month into a tax-deferred vehicle, such as a trayou were 35, you’d end up with about
Investing
$243,000 — far less than half of what you would have accumulated had you started saving at 25. (Keep in mind that you will eventually have to pay taxes on these accumulations, and the actual figures don’t reflect fees, commissions or expenses.) Clearly, the cost of delay can be considerable — which is why you should consider taking these steps: • Develop a strategy with your financial advisor. It’s easier to stick to a strategy if you know where you’re going. Your financial advisor can help you determine how much you need to save to reach the type of retirement you’ve envisioned. • If you haven’t started saving, begin now. If you wait until you feel more financially comfortable before you invest for retirement, you may never begin. Even if you can put away only a small amount, such as $50 per month, you’ll have made a start. • To make it easier on yourself, set up your accounts to automatically move
a set amount each month into your IRA. As the above examples show, the best way to build substantial savings is to start early, but even if you’re in your 30s or 40s, you can catch up — although you’ll need to save more to potentially get to the same level. • Increase your investments when your income rises. Every time you get a salary increase, boost your contributions to your IRA and your 401(k) or other employer-sponsored retirement plan. • Don’t take a “timeout” from investing. Keep on investing, whether the “news of the day” is positive or negative. The best investors are those who follow a consistent strategy and continue investing, year in and year out. In short, save early, save often — and keep investing. About the author Kelley M. Selph, AAMS, is a financial advisor for Edward Jones Investments. You can reach him at 410-8601828.
County to host USSSA series
UNITED WAY DONATION - From left, Amy Luppens, United Way assistant director and Ginny Reid-Matern, United Way board member and Wicomico campaign chair recently accepted a check for $44,673.16 from Janet Phillips, Carmel GrayWhite and Helena Hearne of Safran Labinal of Salisbury. The donation represents generous employee and corporate gifts, helping United Way fund 60 critical programs to aid the less fortunate on the Lower Eastern Shore. Labinal has consistently ranked #5 in the United Way’s “Top 25” list of the most giving community partners for the past several years.
County Executive Richard M. Pollitt Jr. has announced that Wicomico will play host to a new sports marketing event in July 2012. The announcement was made at a State of Tourism in Wicomico County luncheon held on Jan. 10. In front of a crowd of local business owners, hoteliers and community stakeholders, Pollitt revealed that the United States Specialty Sports Association will bring its 16U A and B, 18 U Open and C Eastern World Series to the region. Although the county has seen USSSA events for the last six years, the size and scope of the 2012 tournament surpasses them all – making this two-week tournament the largest Wicomico County has yet to see. Over 320 girls’ softball teams are expected to participate, creating a demand exceeding Wicomico County’s hotel room inventory. The Delmarva region is anticipated to see a regional economic impact of $12+ million with $5.8 million locally in Wicomico County. USSSA State Director Bill Dowell was present for the announcement.
Dowell has brought several USSSA events to Wicomico County over the past six years and has experienced the county’s offerings firsthand. Dowell elaborated that it was the community’s strong buy-in, the unique combination of Recreation, Parks & Tourism divisions into one department, the continuously updated and abundant facilities available as well as the strong and stable relationship USSSA has built with Wicomico County Recreation, Parks & Tourism staff that have kept him and his organization returning every year. Tourism Board-member Stephanie Willey, who served as the luncheon’s keynote speaker, explained that the success realized in securing this tournament is a direct result of a vision that began fifteen years ago – in which Recreation & Parks, Tourism and the Youth & Civic Center were combined into one department. This allowed the county to leverage its assets making it a viable option for groups and sports marketing events.
Robert G. “Bob” Anderson, Certified finanCial Planner™
Delmarva Wealth Management, LLC. Bob has been helping investors for over 10 years. Bob helps individuals and families with IRA’s, financial planning, stocks, bonds, annuities, ETF’s, mutual funds and retirement income planning.
The office is located at 543 Riverside Drive, Suite B, Salisbury, MD 21801 behind Hebron Savings Bank. Bob can be reached at bob.anderson@lpl.com, 410-912-4286 (O) 855-566-6362 (TF) Website: www.delmarvawealth.com Securities Offered Through
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Business Journal • February 2012
Personnel File
Alder joins SVN - Miller
Brent Miller, CCIM, CPM, managing director for Sperry Van Ness – Miller Commercial Real Estate in Salisbury, welcomes Benjamin Alder. Ben, who was most recently employed with Coldwell Banker, has a background in real estate, natural resources and community outreach. He worked for nearly 10 Alder years with Ducks Unlimited before entering the private sector and real estate field to assist clients with access to federal, state, and local programs. His consulting services have also focused on helping clients make sound decisions about their land holdings and whether to buy, sell, conserve, hold or develop their land assets. For more information or to contact Ben, call 410-543-2440 or email Ben. Alder@svn.com.
Camper receives certificate
Becker Morgan Group congratulates Ann Camper for passing the NCIDQ examination to receive the prestigious NCIDQ Certificate, demonstrating her competence as an interior design professional. To obtain this certificate, an individual must fulfill Camper education and experience requirements set forth by the National Council for Interior Design Qualification then pass the rigorous two-day NCIDQ exam. Camper, a designer with Becker Morgan Group, is a member of the American Society of Interior Designers (ASID).
Maher joins RE/MAX
RE/MAX Premier Properties welcomes Joel Maher to their team. Joel is a multi-million dollar producing real estate agent in the greater Salisbury area. He was named Coastal Association of Realtors Rookie of the Year in 2010. Joel is also a Certified Short Sale Specialist. He supMaher ports a variety of community activities.
PKS announces promotions
PKS & Company, P.A., Certified Public Accountants and Advisors to Business announces the promotions of Ashley Stern Altvater, CPA, and Leslie N. Aguillon, CPA, to senior accountant. The senior accountant position requires that the employee has solid understanding of general accounting practices and begins to assist with the supervision of client engagements. Altvater began as an intern with PKS in 2007 and became full time after her graduation from Salisbury Univer-
sity in 2009. She works in the Salisbury office providing audit and tax services to both individuals and businesses. Altvater lives in Salisbury with her husband, Brandon. Aguillon has been with PKS for 4 years. She is a graduate of Liberty University in Lynchburg, Va. with a B.S. in accounting. Aguillon works in the Salisbury and Lewes offices, providing audit and tax services to both individuals and businesses. She lives in Seaford.
Monahan joins RE/MAX Crossroads
Susan B. Megargee, broker/owner of RE/MAX Crossroads announces the affiliation of Associate Broker Thomas P. Monahan with the firm. Monahan has developed, built and sold a combination of over 750 homes, condos, building lots and commercial offices on the Delmarva Peninsula over the last 35 years. Monahan Originally from Washington State, Monahan has called Salisbury home since graduating from Purdue University in West Lafayette, Indiana in 1977. He later earned his MBA from Southern Illinois University while continuing to work in Salisbury. Monahan holds the prestigious CCIM designation (Certified Commercial Investment Member) held by a select group of professionals worldwide and has the GRI (Graduate Realtor’s Institute) national credentials. Monahan serves on the board of trustees for The Salisbury School and is a past commodore of the Wicomico Yacht Club. He and his wife Teri and daughter Erin live in Eden. Contact Tom at TomMonahan@remax.net or 410-430-6195.
GROUP DONATES TO TOYS FOR TOTS - The Salisbury Thursday chapter of BNI is proud to have participated in donating toys to Toys for Tots this past holiday season. Clay Tarpley of the Salisbury Chamber accepted the toys on behalf of the Toys for Tots organization. Visitors are encouraged to stop by BNI meetings held every Thursday from 7:30 to 9 a.m. at Mr. Paul’s Legacy Restaurant in Salisbury. Come learn more about referral networking. All are welcome to attend. Bring plenty of business cards. Contact Sandy Grim at Atlantic HR Connection, 410-860-0101, or Kara McClymont, at Signs By Tomorrow, 410-860-0033, for more information.
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Johnston attends conference
Eric Johnston, CFP, of InFocus Financial Advisors, recently attended Connect 2011, Multi-Financial’s annual conference, in Atlanta, Ga. The event assembled nearly 300 Multi-Financial advisors and largely focused on supporting clients’ pursuit of their retirement goals in challenging market conditions. The Connect conference agenda featured more than 70 businessJohnston building sessions and four general sessions along with opportunities to connect on a smaller scale, including lunch-andlearn panels and peer-to-peer sessions. Guest speakers included some of the nation’s foremost financial strategists and thought-leaders. Since 1993, Johnston has been working toward the financial goals of individuals and businesses on the Eastern Shore. He can be reached at 540 Riverside Dr, Suite 10, Salisbury, 410677-4848, ericj@infocusfin.com and www.infocusfin.com.
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Business Journal • February 2012
PAGE 19
United Kingdom questions its involvement in EU By E. Tylor Claggett
Insights
As the entire world has watched and worried, the sovereign debt crisis in Eu...the United Kingdom rope has taken many turns (UK) announced it – sometimes for the good, but more often, for the bad. wanted veto powers In early December, when it on EU financial regulalooked as if the leaders of most European countries had tion... an agreement with respect to dealing with many parts of taken seriously on the world stage. the crisis, the United KingBut, since the days of Prime Minister dom (UK) announced it wanted veto Margret Thatcher’s government, the UK powers on EU financial regulation and has embraced the EU in a manner that internal market decisions as a condition can best be described as “lukewarm at for its concurrence. times.” Perhaps it is because the UK This “balk” by Prime Minister is not joined to the rest of continental Cameron was a surprise and it was an Europe by land and, therefore, the Britaffront to Chancellor Angela Merkel and President Nicolas Sarkozy. Further- ish feel more “British” than they feel “European.” Thus, the British have been more, there was apparent disagreement much more reluctant to be forthcoming with the decision within the UK itself. than their continental counterparts when The leader of the UK’s Liberal Democrats, Nick Clegg, whose party is part of it has come to furthering the cause of the EU at the expense of national sovthe current coalition government, said ereignty. he was, “bitterly disappointed” by the As an example, when the Euro decision. He went on to elaborate that if the UK does not do its best to support Zone was formed, England retained the British Pound Sterling as its currency and to be part of the EU, it will not be instead of the Euro. In the years that
Landmark Insurance expands
SALE FINALIZED - Senior advisors John McClellan, CCIM and Bradley Gillis, CCIM with Sperry Van Ness – Miller Commercial Real Estate in Salisbury, have announced the sale of Benedict the Florist to CVS. The property is located at 1054 South Salisbury Blvd. on the northwest corner of College Avenue near Salisbury University and was purchased by CVS for $1.895 million. Benedict the Florist has been in business for over 130 years and officially closed their doors in October 2011. This new CVS location is the first to be built in Wicomico County. Construction has begun with plans to open in early summer. The transaction took over 3 years to complete.
Landmark Insurance has provided insurance to Lower Shore residents and businesses for over 30 years. To add to their services, Landmark owner Charles McClenahan has partnered with Liberty Mutual Surety to offer a broader range of bonding services more quickly than ever before in the region. “We selected Liberty Mutual Surety because they offer the best services, have a great reputation, and longer term-bonds than other bonding firms,” states McClenahan. Landmark’s commercial producer Larry Anderson explained, “When a customer needed a $500,000 bond for a major contract, we contacted Liberty Mutual Surety and had the policy in the customers hands within two days. With this new partnership with Liberty, Landmark is now the only company on the Peninsula aggressively seeking Bond business.” Bonds are routinely needed by banks, legal firms, commercial realtors, transportation companies, marine operations, and contractors, especially for government contracts. For more information on bonding, contact Landmark Insurance at 410-651-2110 or larry@landmarkinsuranceinc.com. Landmark Insurance will also open an office in Ft. Lauderdale, Fla. The new branch will provide support in all lines of insurance.
followed, when times were good in Europe, England paid a high price for this decision. By-and-large, most direct (non European) foreign investment went to the mainland as it was much more convenient for businesses, etc., to access European markets from within without the hassles of exchange issues and exchange rate risk. Recall that the EU is the world’s largest market and the UK makes up only a small portion of that market. Consequently, the Pound Sterling has lost much of its reputation as one of the world’s major currencies. Please do not misinterpret the previous discussion. Britain has benefited immensely from EU membership. She imports more from the EU member nations than she exports as imports from the rest of Europe have conveniently filled many gaps in UK production. Without a doubt, this trade has fostered improved standards of living within the UK than otherwise. Cheaper freight transportation and air flights within Europe, standardized products and common banking and transaction practices have all benefited England in countless ways. Therefore, England cannot afford to leave the EU. However, this latest display of UK independence has self interests at heart.
Much of the demanded veto power would enable Britain to have significant influence over the rules and regulations that govern financial and capital markets in the EU. It is not by coincidence that London is one of the world’s foremost financial centers. Protection of that rather substantial industry, which has been a foundation of the British economy for much more than 100 years, and the accompanying geopolitical advantages, is viewed in England as being in the national interest. This sentiment is supported by a poll conducted immediately after Prime Minister Cameron’s announcement. It revealed a majority of more than 60 percent favored his decision. So, the English strategy seems to be to remain in the EU, but to eschew, as much as possible, the constraining requirements that may (or may not) come about from the reform attempts within the Euro Zone. To say the least, this strategy will be a delicate economic and political balancing act at best. About the author
Dr. E. Tylor Claggett is Professor of Finance at Salisbury University, Salisbury.
PAGE 20
Business Journal • February 2012
Health
An unusual problem leads to 1,500-mile journey
Angel Resto Sr. noticed something strange one day in 2008: a lump in his throat. He found he couldn’t swallow his food; it seemed to take a long time to go down, as if it were getting stuck. “Even liquid — if I took a big gulp, it would take a long time, or not go down at all. It felt like it was getting stuck,” Resto said. Resto, who lives in Puerto Rico, put up with the problem for a while, and then he started to feel better. But when it happened again, his wife Maria, a registered nurse, made him go to the doctor, and then the hospital, where the cause was discovered. It was Zenker’s diverticulum, a disorder in which a pouch in the lining of the esophagus forms. This not only creates problems swallowing, but also can trap food and cause regurgitation. Resto had all the symptoms, and it was miserable, he said. In October 2011, the problem became unbearable for Resto. He couldn’t swallow anything but very soft food and small amounts of liquid, and it took an hour for him to eat the smallest bits. He was losing weight, and hope, fast. “It was scary,” Maria said. They knew he needed treatment, but what kind? In Puerto Rico, the only option was neck surgery. But it is also possible to treat Zenker’s diverticulum endoscopically. “The main advantage of the endoscopic approach for patients is they can eat the next day and avoid the potential risks associated with open surgery,” said Dr. Daniel J. Kelley of Eastern Shore ENT & Allergy in Salisbury.
The Restos decided endoscopic treatment was the way to go, but there was no specialist nearby. “The doctors are very good where we are,” Angel, 80, said, “but they didn’t have the equipment for this.” Because of the rarity of Zenker’s diverticulum — there are only about 2 cases per 100,000 people — it isn’t economically feasible for most places to offer the endoscopic treatment. So their son, Angel Resto Jr., of Snow Hill, operations manager and a jazz & world music DJ for WESM at the University of Maryland Eastern Shore, searched the Internet for doctors who could perform the endoscopic procedure. Talking to his father on the phone, “I could hear it when he was not well,” Resto Jr. said. He knew time was of the essence. Facilities on the other side of the Chesapeake Bay Bridge offered endoscopic treatment, but the wait time was too long. To his surprise, Resto Jr. discovered that a Salisbury office he had been to for an allergy problem might be the answer. Dr. Kelley was qualified to perform the procedure. Resto Jr. called, and the appointment was set up for an endoscopic procedure at Peninsula Regional Medical Center on Dec. 16, 2011. It was ideal; Angel Resto could even recuperate with his son and their family in Snow Hill. “The surgical coordinator, Cathy Jones, was so helpful in getting everything set up quickly. She had a great rapport with our family,” Resto Jr. said.
Daniel Kelley, MD, of Eastern Shore ENT & Allergy in Salisbury, consults with patient Angel Resto Sr. prior to the procedure to repair Resto’s Zenker’s diverticulum.
The surgery took place on December 16. Resto’s case proved tricky due to the location of the pouch. Although it ended up taking longer than the typical endoscopic procedures due to the position of the diverticulum, Dr. Kelley was able to reach the troublesome pocket and close it with a surgical staple, without having to make any cuts through Resto’s skin. Resto was released from the hospital on December 19 and started on the path
to recovery at his son and daughterin-law’s Snow Hill home. But despite a relatively balmy December by Delmarva standards, Angel and Maria were looking forward to returning to the more tropical climes of Puerto Rico and the comforts of their own home to speed his recovery. Just before his surgery, there was one more thing Angel Resto said he was looking forward to when he was fully recovered: “Eating — whatever I want!”
Peninsula Regional Medical Center ranks among the top 5%
Peninsula Regional Medical Center announces that a new study, for the fourth consecutive year, has ranked its clinical quality among the top 5% of all American hospitals across 26 medical procedures and diagnoses. The study by HealthGrades, the leading independent healthcare ratings organization, analyzed patient outcomes at each of the nation’s 5,000 non-federal hospitals over the years 2008, 2009 and 2010 and named hospitals in the top five percent, including Peninsula Regional, as HealthGrades Distinguished Hospitals for Clinical Excellence. Peninsula Regional Medical Center is one of only 263 hospitals to receive this prestigious distinction from HealthGrades this year, and the only Distinguished Hospital for Clinical Excellence Award recipient on the Delmarva Peninsula in 2009, 2010, 2011 and now 2012. It is also in the elite company of just 177 United States hospitals to repeat in those four consecutive years. Recently, HealthGrades named Peninsula Regional Medical Center among
the Best 100 Hospitals in the Nation in 2012 for: Cardiac Care, Stroke Care, Pulmonary Care, Gastrointestinal Care, Critical Care, and General Surgery. Only four hospitals across the nation ranked among the 100 Best in more specialties; none located in the MidAtlantic region. HealthGrades also ranked PRMC #1 in Maryland in 2012 for Cardiology Services, Treatment of Stroke and Vascular Surgery (for the second consecutive year).
Additionally, the HealthGrades study again found Peninsula Regional a regional leader in clinical excellence, ranking it as the Best on the Delmarva Peninsula for Overall Cardiac Services, Cardiology, Stroke Care, Neurosciences, Overall Pulmonary Care, Vascular Surgery, Overall GI Care and Critical Care for 2012. According to the tenth annual HealthGrades Hospital Quality and Clinical Excellence study, Peninsula Regional Medical Center and the other hospitals in the top 5% demonstrated patient outcomes that far exceeded those of other hospitals. Patients admitted to top 5% hospitals, like PRMC, had risk-adjusted mortality rates that were, on average, 30% lower than all other hospitals and a risk adjusted complication rate 1.86% lower than all other hospitals. “This award is built upon a foundation of patient safety and quality patient care, which are also at the core of everything we do at Peninsula Regional,” said Martin “Marty” Neat, chairman of
the board of trustees. “Improvements in the way we diagnose and rapidly treat severe sepsis have reduced our mortality rate in that condition alone by 39% with dozens of lives saved. And relative to heart conditions, within 90 minutes-the accepted gold standard-anyone presenting in our Emergency Department requiring a heart catheterization is receiving one 94% of the time within that window; and we’ve reduced the median time to just 62 minutes. For over a year now, we’ve had zero ventilator associated pneumonia cases in our ICU, and with the implementation of a new program, we’ve had zero readmissions to our Pediatric Unit within 10 days of birth for late term babies born prematurely.” The HealthGrades study determined that if all hospitals in the U.S. performed at the same level of the Distinguished Hospitals for Clinical Excellence, over 165,000 lives could potentially have been saved and 6,800 in-hospital complications could potentially have been avoided.
Business Journal • February 2012
Chaudhry earns top credential
Vishal Chaudhry, FACHE, director of operational performance improvement at Peninsula Regional Medical Center, recently became a Fellow of the American College of Healthcare Executives, the nation’s leading professional society for healthcare leaders. Fellow status repreChaudhry sents achievement of the highest standard of professional development. To obtain Fellow status, candidates must fulfill multiple requirements. Fellows are also committed to ongoing professional development and undergo recertification every three years. Chaudhry is privileged to use the FACHE credential, which signifies board certification in healthcare management and ACHE Fellow status.
Twigg receives credentials
Apple Discount Drugs congratulates Geoff Twigg on attaining the credentialing of Board Certified Ambulatory Care Pharmacist. Twigg was certified by the Board of Pharmacy Specialties (BPS), the premier postlicensure certification organization serving the pharmacy profession. “It made sense to take Twigg the next step in becoming certified as I am already doing the job of an ambulatory care pharmacist at Apple,” said Twigg. “Too many times patients don’t understand the drugs they are prescribed. It is my job to inform them about the effects, side-effects or interactions they can have with other medications.”
PRMC donates to United Way
Thanks to creative use of lean processes, the Pharmacy Department of Peninsula Regional Medical Center was able to donate $1,000 to the United Way of the Lower Shore. The Pharmacy Department’s case study, “5S for Pharmacy Storage and Supply,” explained how the department used the “5S” method, which incorporates five concepts (which all start with S) to reduce waste and inefficiency and improve effectiveness of practices and work space: sorting, straightening, systemic cleaning, standardizing, and sustaining self-discipline. The 5S event in the pharmacy storage area reduced receiving and stocking times from over an hour to less than 40 minutes with less staff by making the space more efficient through functional grouping and use of visual aids. The Pharmacy’s case study in how it used these concepts to streamline its storage and supply earned it a Silver LEAN Excellence Award in Pharmacy (LEAP!) from Baxter Healthcare Corp. Along with earning a national honor, the award came with a donation to the charity of the winners’ choice. PRMC’s Pharmacy Department chose the United Way of the Lower Shore as its recipient.
Okhiria named COO at PRMC
Thomas P. Lawrence, MD., MBA, vice president and chief medical officer of the Peninsula Regional Medical Group (PRMG) at Peninsula Regional Medical Center (PRMC) has announced the hiring of Felix Okhiria, MPA, MA as the group’s new Chief Operating Officer (COO). Okhiria joins PRMG with more than 20 years experience in management positions at some of the nation’s leading medical schools including Columbia University Medical School, Cornell University School of Medicine, Yale School of Medicine and the New Okhiria York University (NYU) School of Medicine. Most recently at NYU, Okhiria was the director of business services for the medical school’s Department of Radiology. His responsibilities included the management of the department’s financial operations, where he grew the business from a $26 million operation when he arrived in 1998 to a $72 million enterprise by 2010. Okhiria holds a BBA in finance from Bernard Baruch College; a MA in human resources management from Columbia University Teacher’s College and has a MPA in health care finance and management from the Robert F. Wagner Graduate School of Public Service at NYU.
Valet parking helps at PRMC
As Peninsula Regional Medical Center begins its three year, $18 million operating room expansion and renovation project, parking changes have been implemented at its Richard A. Henson Cancer Institute to safely accommodate the needs of patients, visitors, family members and the construction process. The project has created a need to extend the exterior wall of the surgical suite into the lot currently reserved for Henson Cancer Institute parking. Approximately half of the 83 spots in the lot on the corner of Business Route 13 and Vine Street are being lost as a space requirement of the expansion. To ensure that it continues to safely meet the parking needs of its patients and to limit the inconvenience created by the reprocessing of spaces, PRMC has extended its valet parking hours at the Henson Cancer Institute from 7 a.m. to 10:15 p.m. Monday through Friday. Peninsula Regional encourages patients and visitors needing assistance in finding a parking space to utilize the expanded valet services. Additional parking is also available, nearby, on Vine Street for those choosing not to use valet. A security escort for Henson Cancer Institute patients from the Vine Street parking lot to the Henson Institute lobby is available upon request. Those patients or family members may call 410-546-6400 to ask for a security escort. For the return trip, dialing internal extension 3182 will arrange transportation back to their vehicle.
Silvia named CMO at PRMC
C. B. Silvia, MD has been named PRMC’s chief medical officer and vice president of medical affairs, a position in which he has served on an interim basis since August of 2011. Dr. Silvia, an internal medicine specialist and PRMC hospitalist, will continue to provide executive clinical leadership for the over 300 members of the medical staff at Peninsula Regional, with a focus on physician relationships and clinical service performance related to quality, compliance, peer review and physician recruitment. Dr. Silvia, who has held privileges at PRMC since 1985, has previously served as chief of medicine, president of the medical staff, chairman of the professional review committee and chairman of the credentials committee. Dr. Silvia is a graduate of the University of Maryland Medical School and a native of Salisbury where he resides with wife Pam, a registered nurse, and their two daughters.
PRMC top performer in program Every healthcare team in America wants to reduce errors, save lives and curb excessive costs. One of the best measuring sticks to compare how well an organization
PAGE 21 is advancing toward those goals is to gauge its performance against other similar institutions with the same goals. QUEST is a multi-year collaborative that includes nearly 300 Premier hospitals working together in over 30 states. QUEST is an acronym for QUality, Efficiency, Safety through Transparency, and PRMC is a charter member of the collaborative. For the second year in a row, PRMC has been named a Top Performing Hospital in Premier’s QUEST collaborative. Peninsula Regional was one of just four Maryland hospitals to earn top performer status for increasing delivery of recommended, evidence-based care to every patient, every time by at least 84 percent. PRMC was also recognized for reducing avoidable hospital mortality by at least 18 percent and safely reducing the cost of care to at most $5,400 per patient. In just 30 months of the QUEST collaborative, the 157 charter hospitals-including PRMC-have saved a combined 25,235 lives and an estimated $2.85 billion through patient and medication safety improvements and cost cutting measures. Due to its success in the QUEST collaborative, PRMC will receive a small financial award which will be reinvested in capital equipment.
PAGE 22
Business Journal • February 2012
New pharmacy technology at PRMC makes process safer Accuracy and efficiency are vital ingredients in the medication process. That’s why Peninsula Regional Medical Center’s pharmacy has implemented a new system that increases both via digital technology. The process was so successful that Peninsula Regional’s pharmacy has become a national example of how using advanced technology and best practices can improve patient care and workflow. PRMC Director of Pharmacy Services Dennis Killian, Pharm.D., PhD., recently addressed the American Society of Health-System Pharmacists’ midyear clinical meeting — the largest national meeting for health-system pharmacists — in New Orleans, La. The podium presentation before 300 health care professionals was performed in conjunction with the Institutes for Safe Medication Practices, the only national watchdog group for medication safety. The topic was
“Using Bar Code and Digital Imaging Technology to Reduce IV Compounding Errors.” It all started with the creation of the Richard A. Henson Cancer Institute in 2008. The influx of cancer patients from across Delmarva increased the need for intravenous chemotherapy drugs. Cancer patients often require complex intravenous regimens, which must be completely sterile, since the most minor infection can become life-threatening during chemotherapy treatment. Compounded sterile preparations — CSPs — are IV medications that are customized for each patient and can cost thousands of dollars per dose. A U.S. Pharmacopeia regulation requires that pharmacists monitor the preparation and dosages of CSPs. To check a technician’s work, that meant that each time a CSP was prepared, a pharmacist had to scrub up and put on
a sterile gown to enter the IV room — a process that became time-consuming as the number of patients increased. This could mean delays in delivering vital medications to patients. A change in the process was needed. The solution came when Peninsula Regional began using a new system that gives pharmacists remote access to verify the preparation of compounded sterile preparations. “We have been using the Baxa DoseEdge at Peninsula Regional since 2008 in our Richard A. Henson Cancer Institute — we were one of the first sites in the nation to implement this technology,” Killian said. “The system utilizes bar code verification of pharmaceuticals during the sterile preparation process to ensure the correct product is used. In addition, the system allows for documentation of product and volume via imaging technology, which is saved in the system for review.”
The new system meant that pharmacists could spend more time in the pharmacy and less time gowning up to enter clean rooms. Now, the medications can be reviewed remotely. In addition, the system’s software calculates the right amount of each ingredient for each preparation, and as it is assembled, the various medication bar codes are scanned in. If the wrong drug is scanned, the machine prevents the preparation from continuing. “Overall, the use of Baxa DoseEdge enhances our safety around IV products,” Killian said. In fact, it worked so well that Peninsula Regional decided to integrate the system throughout the hospital, and DoseEdge was implemented in the central pharmacy IV area in 2011, bringing increased efficiency and accuracy to every patient in the medical center.
The medical staff at Peninsula Regional Medical Center (PRMC) recently elected its medical staff officers for 2012 and 2013. Thomas Riccio, MD, was elected president of the medical staff at PRMC. Dr. Riccio, a radiologist, received his medical degree from Sackler School of Medicine in Tel Aviv, Israel. He is board-certified by the American Board of Radiology with subspecialty certification in Vascular in Interventional Radiology. Dr. Riccio joined Peninsula Regional’s medical staff in 1989. William Todd, MD was elected vice president of the medical staff. Dr. Todd is a specialist in emergency medicine.
He received his medical degree from the University of Maryland School of Medicine, and is board-certified by the American Board of Emergency Medicine. Dr. Todd has been a part of the medical staff at PRMC since 1998. David Kerrigan, MD, a specialist in general and vascular surgery, was elected secretary/treasurer. Dr. Kerrigan joined the medical staff in 1993, and is board-certified by the American Board of Surgery. He received his medical degree from Tufts University in Massachusetts. Each physician will serve a two year term through Dec. 31, 2013.
Medical staff officers selected
The Diabetes Education team at Peninsula Regional Medical Center.
Certificate issued for PRMC Diabetes Education Program The prestigious American Diabetes Association (ADA) Education Recognition Certificate was recently awarded to the Diabetes Education Program at Peninsula Regional Medical Center. The program, now in its 18th year, has been continuously certified by the ADA since 1999, and recognized by the national organization as providing highquality education that is an essential component of an overall and effective diabetes treatment plan. The certification is for a three year period. All programs, like PRMC’s Diabetes Education Program, voluntarily apply
for recognition. Programs receiving the ADA certification have a staff of knowledgeable health professionals who provide participants with comprehensive information about diabetes management. To learn more about the Diabetes Education Program at PRMC including diabetes education, support groups for adults, kids, teens and people using insulin pumps, pre-diabetes and weight management classes or to learn how you can reduce your risk of diabetes, call 410-543-7061 or visit the Diabetes Education Program online at www.peninsula.org.
The 2012-2013 medical staff officers at Peninsula Regional Medical Center are, seated, Thomas Riccio, MD, president, and standing from left, Secretary/Treasurer David Kerrigan, MD and Vice President William Todd, MD.
Business Journal • February 2012
PAGE 23
Ways to eliminate pain without using medication By Veronica Correa, LCSW-C
For the Health of it
Believe it or not, you can eliminate chronic pain, or at least considerably reduce it, without taking drugs. Chronic pain interferes with your ability to enjoy life and often it creates anger and depression making things worse. Pain can also affect your relationships and productivity at work. When people struggle with pain they tend to limit what they do more and more to avoid pain. You have options; you don’t have to surrender to pain and suffering. A few years ago I had severe shoulder pain and I was offered medication and physical therapy. Unfortunately, physical therapy did not work for me and I chose to not take painkillers. I kept doing research and looking for alternatives method and a major breakthrough came after reading a book about how your brain and body create and maintain pain. Interestingly enough the book was written by a medical doctor who helps people heal their pain with no drugs or interventions but rather
he teaches them how the brain and the body create pain as a response to stress. When pain sets in it creates fear, fear in turn creates more stress which creates more pain and a vicious cycle begins. He also added that some of these stressors that create pain are created unconsciously, we are not aware of them. Certain personality traits are likely to create more pain than others. For example, if you are a perfectionist, expect a great deal out of yourself, you are your worst critic, or very sensitive to criticism, all these create internal anger which in turn creates stress, tensing your muscles and creating pain. Similarly if you have a strong need to
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please people, or if you tend to be very helpful to others, a caretaker, or you tend to worry about your family, friends and relatives, all these may make you furious inside. The inner mind reacts against being perfect or good and also resents any kind of life pressure. Add to this all those situations in which you become consciously angry (or annoyed) but cannot express it, whatever the reason may be. That suppressed anger will be internalized and it becomes part of the reservoir of anger that creates stress and body pain. As a counselor and life coach I have found that the most effective pain relief comes from energy techniques (like acupuncture but without needles) that quickly address the emotions that create stress. These techniques create a fast release in your body tension promptly eliminating or at least alleviating the pain. Once learned these techniques are very easy to use. Also, guided imagery and hypnotherapy provide great relief from pain. These alternative approaches can be used alone or combined for better results to treat more stubborn cases of pain. Guided imagery and hypnotherapy guide your body into deep relaxation, loosening the muscles and al-
leviating pain. Also, with hypnotherapy your mind can be taught to raise the threshold to stressors so what is stressing you today will be more acceptable tomorrow. In a deep state of relaxation your body heals itself and that can be practiced daily with a CD. Learning how to relax your body helps you manage the pain without the additional use of medications avoiding all the potential side effects. In the most difficult cases you may have to combine alternative methods and medication; however, you can drastically reduce the amount of medicine needed. We are much stronger than we know, and have the capacity to influence what is going on in our bodies. But we must learn how. Don’t give up finding the alternative method that will help you relieve your pain so you can fully enjoy your life. About the author Veronica Correa, LCSW-C is a licensed clinical counselor and life coach. To learn more about Veronica or her services, visit www.health-and-hypnosis.com or call 410-742-6016.
Business Journal • February 2012
PAGE 24
UMES recognized for solar-energy system
From left, Ron Forsythe, vice president for technology and commercialization, accepts an “Environmental Star” award from Roger Marino of Mountaire Farms, which in conjunction with WMDT singles out environmentally friendly initiatives on Delmarva. Photo courtesy of Mountaire Farms
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PENINSULA HEALTH MART PHARMACY
WMDT and Mountaire Farms recognized the University of Maryland Eastern Shore in January for its pioneering efforts to develop a solar-energy collection system on campus. The WMDT/Mountaire “Environmental Star Award” was created to encourage organizations, schools and individuals on the Delmarva Peninsula to “think green” and take on initiatives that are more “eco” friendly. UMES activated a “solar farm” on a former cornfield in early 2011 and its 7,800 collection panels have been converting the sun’s rays into electricity at a healthy clip ever since. At the time, the 17-acre facility was among the largest on an American college campus. UMES pursued the project with a private-sector partner, SunEdison, for educational and economic reasons. UMES invested no money in its construction, but arranged with SunEdison to tap into the electricity it produces at a long-term, reduced rate over a 20-year period. Ron Forsythe, UMES’ vice president for technology and commercialization, saw the alternative-energy generating system as a way of cutting the university’s power costs while also exposing students to cutting-edge technology. So far, the facility has met expectations during its first year of operation, Forsythe says, which is why the Salis-
bury TV station and the poultry producer singled out UMES for the honor. “Dr. Forsythe has been the visionary here to really make things happen,” said Roger Marino, Mountaire corporate director of community relations. Forsythe estimates the solar facility reduces the university’s reliance on the purchase of electricity by roughly 15 percent, thereby cutting energy costs and saving taxpayers money. “One of the biggest benefits of the UMES solar farm is its helping drive down the cost of renewable energy so that it will be more cost effective for local owners and also helping to drive business growth in the region,” Forsythe said. The facility also serves as a demonstration site that Forsythe hopes will inspire economic development, which is one of the university’s missions as a land-grant institution. Forsythe’s next project is nurturing partnerships between lower Eastern Shore farmers and private industry in developing wind turbines capable of producing 120-to-150 megawatts of wind energy. Marino called the UMES project a shining example of how colleges and universities can lead by example. “By promoting the good deeds of others,” Marino said, “we hope to further the green efforts of all.”
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CLASS OF ‘61 ESTABLISHES FUND - The Wicomico High School Class of 1961 has established a scholarship fund at the Community Foundation of the Eastern Shore (CFES). This fund will provide college scholarships for graduating Wicomico High students. For more information or to support this fund, contact the Community Foundation at 410-742-9911. Pictured from left: Spicer Bell, president, CFES; Pete Evans and Ernest Matthews, members of the Wi-Hi Class of 1961 alumni group.
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Business Journal • February 2012
PAGE 25
New regulations for the ADA take effect on March 15 By Jackie Gast
Nancy Horton, information specialist for the MidAtlantic ADA Center located in Rockville is the contributing writer this month. Nancy has over 15 years experience working with the Americans with Disabilities Act.
Human Resources
... several significant changes and clarifications related to places of lodging.
The U.S. Department of Justice has adopted 2010 ADA Standards for Accessible Design which applies to many recreational areas including swimming pools and spas, exercise equipment, golf courses, boating facilities, playgrounds, and more; however, this article addresses lodging facilities. On Sept. 15, 2010, the U.S. Department of Justice (DOJ) published new regulations under the Americans with Disabilities Act (ADA), including several significant changes and clarifications related to places of lodging. Generally, these new provisions took effect
on March 15, 2011. Timeshares, condo-hotels, corporate hotels and similar establishments that operate like traditional hotels are covered by the ADA. Indications that a facility operates like a traditional hotel include the availability of short-term rentals (30 days or less), availability of housekeeping or linen services, availability of rooms on a walk-up or call-in basis, and other factors. Services animals are limited to dogs; reasonable modifications in policies must also be made to allow individuals
with disabilities to use miniature horses. A place of lodging is not required to admit other species of animals, including cats, monkeys, pigs, ponies, or birds, regardless of whether they have been trained to work for individuals with disabilities. Revised reservation policies are updated and take effect on March 15, 2012. They are: • Individuals with disabilities must be able to make reservations for accessible guest rooms in the same manner and during the same times as others, whether by telephone, in person or through a third party. • Hotels must identify and describe accessible features of the hotel and the guest rooms in enough detail that an individual with a disability can assess whether the facility will meet his or her needs. • Accessible guest rooms must be held back until all other rooms of that type have been rented. • When reservations are made for accessible guest rooms, the specific rooms
must be guaranteed and held for individuals with disabilities, and the rooms must be removed from the reservation system. • Hotels that make rooms available for reservations through third parties must provide accessible rooms to at least some of the third parties and must provide information about the accessible features of the facility. For new facilities, the standards take effect March 15, 2012. They are: • New scoping provisions for the number of guest rooms that must be provided with features for mobility access and for communication access. • New scoping provisions for places of lodging with multiple buildings on a common site. The above is a very abbreviated summary of the updated changes. For more information, see DOJ regulations online: www.ada.gov/regs2010/ ADAregs2010.htm or contact your regional ADA Center for more information at 1-800-949-4232 V/TTY, www. adahospitality.org.
Telewire helps firms go green Telewire, Inc., a leading provider of unified communications, has announced that the company is placing special emphasis on bringing its innovative technology and applications to the rapidly growing legal industry. Telewire has a number of valuable communications and data networking solutions that will increase productivity while decreasing the firm’s carbon footprint because of the significant impact they have on attorney’s commute times, marketing efforts, reduction of office space and reduction in operational costs. “An attorney’s time is very valuable and anything we can do to increase their efficiency has a dramatic impact to a law firm,” said Bryan Murfree, president of Telewire. “The utilization of technology solutions like Unified Communications enhances a firm’s green initiatives by drastically reducing the use of paper, reducing travel by utilizing video conferencing or web collaboration and allowing attorneys to receive calls, faxes and voicemails anytime, anywhere. This allows attorneys to work from home, at the courthouse or while they are visiting a client at their residence, while still providing the quality experience that both the firm and their clients have come to expect.” Unified Communication solutions provide a number of impressive benefits which increase productivity in law firms. One example is presence management, which informs assistants and partners of where the attorneys are located at all times. Another is call recording, which allows lawyers to save recordings to client files and email them internally. Conference call
management integrates with Microsoft Outlook and call attached data tracks who called and other various statistics as well. Fax-to-email and the ability to schedule outgoing faxes through a fax server lower telecommunication costs and help businesses go paperless. Furthermore, businesses can benefit from multiple office connectivity through VoIP, which unifies all incoming and outgoing communication. Additionally, law firms benefit significantly because attorneys are no longer tethered to a desk when they take advantage of Unified Communications’ mobile capabilities. Mobile devices, such as smartphones and tablets, enable law firms to increase productivity in a myriad of other ways as well. The Unified Communications interface has been developed with the end user’s specific needs in mind. This essentially means that the frontend of these systems are extremely easy to operate regardless of the individual’s age or technical know-how. The advanced technology is hidden within each solution and may be managed internally by the organization’s IT department or by a certified team of Unified Communications professionals. “Legal is a very unique industry and we have partnered with leading Unified Communication manufacturers who make these solutions cost effective by integrating all these capabilities into a single box solution,” added Bryan Murfree. “The types of solutions we offer greatly benefit law firms as well as make the lives of their attorneys easier and less stressful.” For more information, call Telewire at 410-749-2355 or visit www.telewire-inc.com.
BANK OF AMERICA DONATION - Bank of America’s Monty Sayler and Merrill Lynch’s Christine Selzer recently presented United Way of the Lower Eastern Shore’s Executive Director, Kathleen Mommé & Wicomico County Campaign Chair, Ginny Reid-Matern with a $7,500 Bank of America corporate gift to support the 2011 United Way Campaign. United Way is steadily moving closer to this year’s $1.6 million goal. To support the campaign, call 410-742-5143, or visit www.unitedway4us.org.
Chamber plans Lunch & Learns Lunch & Learn: Thursday, Feb. 7 ‘Create Your Personal Leadership Plan’ Join the Young Professionals Committee on Tuesday, Feb. 7, at the Chamber of Commerce from noon to 1 p.m., for a Lunch & Learn that will kickstart you on your way to being a great leader. Mike Nally from Lead Your Way Solutions will speak about creating a personal leadership development plan. Cost is $10. RSVP to membership@ salisburyarea.com or call the Chamber at 410-749-0144. Lunch & Learn: Thursday, Feb. 22 “The Future of Energy: Certified Energy Planning”
Flexera, Inc. of Harbeson will host a “Lunch & Learn at the Chamber of Commerce from 11:30 a.m. to 1 p.m., to discuss the future of commercial energy costs, why they rise, and factors that influence price increases. Presenters will also outline the importance of certified energy planning for business owners and what steps can be taken to control costs and protect their businesses from energy inflation. Flexera is a full service energy management company for residential & commercial customers specializing in energy auditing, solar and wind systems and energy procurement. Lunch will be provided. RSVP to membership@salisburyarea.com or call the Chamber at 410-749-0144.
Three named to Alumni board
The Salisbury University Alumni Association recently welcomed three new members to its board of directors: W. Douglas Ashby of Ocean View, Del.; Byron Hughes of Blacksburg, Va.; and Beau Oglesby of Berlin. Ashby earned his B.A. in history from SU in 1969, followed by his M.B.A. from the University of Miami in 1981 and a master’s degree in Ashby advanced teaching and learning from Rhode Island College in 2006. He taught introductory courses in social work and community organization at Towson University from 1970-1972 and was a U.S. history Hughes teacher at St. Andrew’s School in Barrington, R.I., from 2006 until his retirement in 2009. In between, he worked primarily in the non-profit sector, working with the United Way in Maryland, Pennsylvania and North Carolina Oglesby from 1972-1987. He then served as president and CEO of the United Way of Southeastern New England until 1996, when he founded his own firm, Philanthropy Solutions, Inc. He remained president of the company until 2005. Hughes graduated from SU in 2000 with a B.A. in English literature. He earned his M.A. in student affairs in higher education from Ball State University in 2002 and is currently pursuing a Ph.D. in educational leadership in policy studies at Virginia Tech, where he serves as associate director of fraternity and sorority life. He previously worked as Virginia Tech’s assistant director of student conduct from 20082011, and as SU’s assistant director for housing operations and judicial management (2006-2008) and area director for the Office of Housing and Residence Life (2002-2006). Oglesby earned his B.A. in accounting from SU in 1991 and his J.D. from the University of Baltimore School of Law in 1994. The current state’s attorney for Worcester County, he also served as assistant and deputy state’s attorney in Wicomico (1998-2007), Dorchester (2008-2009) and Caroline (2009-2010) counties.
SU named a best value
For the fourth consecutive year, Kiplinger’s Personal Finance magazine has named Salisbury University one of its Top 100 “Best Values in Public Colleges.” Featured in the February 2012 edi-
Business Journal • February 2012
Education
tion, SU and the other campuses listed “deliver quality education at an affordable price,” the magazine said. Academic quality carries more weight in the formula Kiplinger’s uses. Each institution is ranked based on several factors, including in-state and out-of-state costs. SU is No. 71. More than 500 traditional four-year institutions nationwide are surveyed. Also for the 13th consecutive year, SU is ranked one of The 373 Best Colleges by The Princeton Review. For the 15th consecutive year, SU was named one of U.S. News & World Report’s Top Public Universities in the North, one of the highest-placing public master’s-level universities in Maryland.
SU students sweep competition
Students from Salisbury University’s Franklin P. Perdue School of Business recently brought home the gold … and the silver … and the bronze during the Direct Marketing Association of Washington Education Foundation’s (DMAWEF) fall Collegiate MAXI Competition. Student teams throughout the midAtlantic were challenged to create a marketing plan for the Chevrolet Volt for area automotive dealer Ourisman Chevrolet. SU’s three entries swept the competition. The SU team of Danielle Hart of Baltimore; Chelsea Jalbert of New Milford, Ct.; Matt Tarbert of Bel Air; and Julianne Waxman of Holmdel, N.J., placed first, earning the Gold MAXI. Amanda Abbott of Cambridge; Amy Donovan of Sykesville; Curtis Ford of Ellicott City; and Carey Hill of La Plata, received Silver, while D’Arcy Devine of Norwalk, Ct.; Zachary Heeter of Hampstead; Megan Ring of Salisbury; and Eric Sichau of Berlin, took Bronze. “No other university has been awarded a bronze since the Collegiate MAXI event became an independent competition two years ago,” said Dover, whose teams have placed among the final three each semester. The Collegiate MAXI Competition is open to colleges and universities throughout the mid-Atlantic. This marked the second year SU has swept the fall event.
Wor-Wic welcomes Ardis
Wor-Wic Community College recently welcomed Michele Ardis of Salisbury as an allied health instructor for the continuing education and workforce development division. Before joining WorWic, Ardis worked for the Wicomico County Board of Education at Parkside High School as a nurse. Ardis has associate Ardis
degrees in business management and SU also fared well at the National nursing from Wor-Wic and is pursuing Sales Challenge earlier this semester, dea bachelor’s degree in nursing at Wilm- feating teams from Florida State, Baylor ington University in Georgetown. and Purdue universities, among others, to place seventh in the United States.
Students compete in Sales Open
Students from Salisbury University’s Franklin P. Perdue School of Business recently joined other students throughout the nation during the World Collegiate Sales Open. Designed to mimic real-world activities that a sales representative would need to master, the event is a multipleround competition to determine the best sales students. During the first round of competition, over 200 students left two voicemails, and the top 120 were selected for round two to make an appointment call to a real person. The top 60 contestants were then selected to compete in the third round, where they made sales calls using the telephone and Adobe Connect. Two SU students, Bryan Kratz and Autumn Norian, advanced to the final rounds, scheduled to be held at Northern Illinois University in February. Only 20 students worldwide earned that distinction.
CONTINUING EDUCATION
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SU students help the community
Students in Paula Morris’ marketing and promotions classes at Salisbury University reached a $100,000 milestone this semester. Each year, Morris tasks students in the Franklin P. Perdue School of Business with developing and promoting fundraisers for local charities to give them realworld experience. This fall, the multiyear total contributions topped $100,000. And that’s just the tangible donations. The biggest project students embarked on led to a marketing campaign that remains in use today. In 2005, a team from Morris’ class conducted a $20,000 inkind study to create a slogan for the Wicomico County Department of Recreation, Parks and Tourism. The result, “Discover Delmarva’s Hidden Treasures,” was trademarked in 2006 and has been incorporated in everything from county signage and tourism materials to the name of the department’s annual half-marathon fundraiser.
Start Here...Go Anywhere! Prepare for a new position or gain the skills to take your career to the next level by taking non-credit courses offered by Wor-Wic Community College. Classes are starting soon in: Business & Supervision Child Care Computers Floristry & Landscaping Health & Safety Hospitality Industry, Trades & Manufacturing Personal Enrichment Real Estate Transportation Veterinary Assistant Training Continuing Education & Workforce Development www.worwic.edu (410) 334-2815
Business Journal • February 2012 The recreation, parks and tourism department is one of more than 40 organizations that have benefited from the students’ efforts. This semester, they earned nearly $7,000 through events such as restaurant fundraisers, laser tag and bowling tournaments, a fashion show and a 5K run.
2012 Gala at UMES
“Lights, Camera, Action!” University and community committee members, sponsors and a celebrity liaison are getting ready for the University of Maryland Eastern Shore’s 2012 Gala. Tickets for the red-carpeted event on March 3 are now on sale. “If you want one of the 450 seats at the ‘best party on the Shore,’ don’t delay in requesting a ticket,” Dr. Veronique Diriker, director of development at UMES and event coordinator, said. “Since adding Hollywood celebrities to our guest list three years ago, Gala tickets have sold out in a matter of a couple of weeks.” Diriker expects the announcement of the celebrity guests soon. Sharon Stone, David Alan Grier, Tyne Daly and Pam Grier attended the 2011 Gala. In its 13th year, the Gala has become
the university’s signature fundraising event. “It’s a great party, but the true success lies in how the event benefits our students,” Diriker said. “The generous support of event sponsors and guests funds the Gala Endowment from which student scholarships are awarded annually.” The event also provides an avenue for students to showcase their abilities, Diriker said. Over 200 students are involved - hotel and restaurant management students honing their culinary and management skills, Honors students meeting Gala guests, and students in the Jazz Band and Drama Society performing. Tickets are available at two levels - an Oscar ticket for $175 and a VIP ticket for $500. Both include gourmet hors d’oeuvres, a four-course dinner in the presence of celebrity guests, dancing to live music and souvenir photos. The VIP ticket adds preferred seating at the Gala and special receptions with celebrities at the Courtyard Marriott in Ocean City on March 2 and one hour before the Gala on March 3. Call Diriker at 410-651-8142 or email vdiriker@umes.edu to purchase tickets.
Shorebirds announce winner The Delmarva Shorebirds, class “A” affiliate of the Baltimore Orioles and Dr. James M. Crouse at The Brace Place, presenting sponsor of the Hit the Books program, recently honored Hannah Lowe of Sussex Academy of Arts & Sciences for winning the 2012 Hit the Books Bookmark Design Contest. Her winning design was distributed to all participating students on the Eastern Shore. The Hit the Books initiative continues through February 27. The program encourages school-aged students on the Eastern Shore to read outside of their regular classroom assignments. Students that complete their reading goals receive two free tickets to a Shorebirds home game during the 2012 season. Hannah Lowe’s winning design featured a drawing of Sherman the Shorebird surrounded by a column of books along with the slogan, “Run Home and Read” and the Shorebirds logo. “Her design perfectly illustrated the goal of the program, to get students to read beyond the classroom,” said Shawn Schoolcraft, director of marketing and community relations. In 2012, over 40,000 students from over 100 local schools are participated in the “Hit The Books” program, which is the largest non-school funded reading program on the Eastern Shore. “Reading books is a favorite pastime of mine and I love to see young people reading books,” said Dr. James M. Crouse at The Brace Place. Participating schools will be notified in March about their game date at Perdue Stadium. Students will be honored as part of a pregame parade around the
Hannah Lowe from the Sussex Academy of Arts and Sciences (SAAS) in Georgetown won the 2012 Shorebirds Hit the Books Reading Program bookmark contest. Sherman made a surprise visit to SAAS to announce her as the winner. Her winning design was selected from over 1000 entries from 100 schools. Over 40,000 bookmarks with her art work will be handed out as part of the program.
field at Arthur W. Perdue Stadium. For more information, contact the Delmarva Shorebirds at 410-219-3112.
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SU Celebrates African-American History Month By Vaughn White SU Multicultural Student Services Director
Harriet Tubman. Ida B. Wells. Rosa Parks. These women made their marks on U.S. history in very different, but equally important ways. The Association for the Study of AfricanAmerican Life and History celebrates their lives and the contributions of others as part of “Black Women in American Culture and History,” this year’s African-American History Month theme. Salisbury University joins in this celebration with a special series of events. Dr. Kate Clifford Larson keynotes the celebration with her talk “Harriet Tubman’s Journeys: New Research and Fresh Interpretations of an American Icon” 7 p.m. Wednesday, February 1, in the Wicomico Room of the Guerrieri University Center. The author of Bound for the Promised Land: Harriet Tubman, Portrait of an American Hero, Larson served as the consulting historian for the National Park Service’s Harriet Tubman Special Resource Study, which resulted in the introduction of the Harriet Tubman National Historical Park Act. She also has consulted for museum, community and public history initiatives related to Tubman and the Underground Railroad in Maryland and New York. SU’s Edward H. Nabb Research Center for Delmarva History and Culture co-sponsors her talk. The acclaimed American Spiritual Ensemble returns to Salisbury FridaySaturday, February 3-4, performing at 8 p.m. at Asbury United Methodist Church. Tickets are $20, $15 for seniors. The concerts are co-sponsored by the SU Department of Music and Charles R. and Martha N. Fulton School of Liberal Arts. For tickets call 410-749-2131. A community choral workshop, hosted by ensemble members with director Everett McCorvey, is 7:30 p.m. Wednesday, February 1, at the church. Master classes with SU students are 12:30 p.m. ThursdayFriday, February 2-3, in the Great Hall of Holloway Hall. University Dining Services’ annual African-American History Month soul food dinner, featuring the Bernard Sweetney Jazz Quartet, is 4:307:30 p.m. Friday, February 10. Cost is $10.88, $6.60 for children 5 and under. The Cultural Affairs Office co-sponsors the event. Dr. Clara Small, professor of history at SU, leads the semester’s inaugural installment of the Delmarva History Series with a discussion on the
autobiography of famed abolitionist Frederick Douglass 3 p.m. Tuesday, February 21, at the Nabb Center Gallery. The Delmarva History Series is co-sponsored by the President’s Office, Fulton School and Nabb Research Center. That evening, Bill Grimmette, past president of the National Association of Black Storytellers, steps into Douglass’ shoes to provide a first-hand account of his life from a fugitive slave to a nationally prominent author and lay minister. After the Civil War, Douglass was a staunch supporter of women’s suffrage and, in 1872, became the first African-American nominated as a candidate for vice president of the United States. Grimmette has portrayed this historical figure at venues including the Kennedy Center for the Performing Arts and Smithsonian Institution. His presentation is 7 p.m. in the Wicomico Room, co-sponsored by the Nabb Research Center. The series culminates with the talk “Double Consciousness in the New Millennium” with Dr. James King of SU’s English Department 4 p.m. Thursday, February 23, in the Wicomico Room. King investigates the philosophical groundings of NAACP co-founder W.E.B. DuBois’ concept of “Double Consciousness.” The sociologist and civil rights leader popularized the term in 1903, writing in his book The Souls of Black Folk, “It is a peculiar sensation, this double consciousness, this sense of always looking at one’s self through the eyes of others, of measuring one’s soul by the tape of a world that looks on in amused contempt and pity.” The book was DuBois’ response to racial violence of the era, as well as the 1896 landmark U.S. Supreme Court case Plessy v. Ferguson, which upheld the constitutionality of state laws regarding “separate but equal” accommodation in private business. Sponsored by the Multicultural Student Services Office, admission to all events is free unless otherwise noted. The public is invited. For more information call 410-548-4503 or visit the SU Web site at www.salisbury.edu. We hope you will join us.
www.salisbury.edu
Business Journal • February 2012
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Business Mix 2012 DIRECTORY FEBRUARY
Hilyard’s named authorized dealer Hilyard’s Business Solutions has been selected as a Canon Authorized dealer offering a broad range of the company’s digital office solutions. As an authorized dealer, Hilyard’s Business Solutions will also offer Delaware, Pennsylvania and Maryland Eastern Shore-area customers Canon’s productivity-enhancing workflow solutions designed to address the needs of small businesses to enterprise-level engagements. “As the only full line independent authorized dealer for the entire state of Delaware, I am proud to bring the
Name
Canon office solution portfolio to our customers in Delaware, Pennsylvania and the eastern shore of Maryland,” said Robert Hilyard, president and chief executive officer of Hilyard’s Business Solutions. To reach Hilyard’s, call 302995-2201.
vices to clients in six cities in Maryland and Delaware and is currently ranked #22 for Sperry Van Ness with the largest market share of any one SVN office. Garry Jakoby, managing broker for the Annapolis office, also serves as president of Sperry Van Ness’ Region 10 Multifamily Brokers Council. Since 2003 Jakoby has secured numerous transactions valuing in excess of $22 million.
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SVN - Miller opens Annapolis office
New website for Gillis
Vantage Point Solutions Group, headquartered in Salisbury, recently launched a new website for Brad Gillis, CCIM. The new website, www.bradleygillis.com, is built upon a customized WordPress structure which gives Brad the ability to update the content, photographs, news, featured properties and much more of his website.
8 DEEP
Sperry Van Ness - Miller Commercial Real Estate announces the opening of their new Annapolis office located at 839 Bestgate Rd., Suite 400. The office is scheduled to open for business on Feb. 1. SVN Miller now provides advisory, brokerage, consultation and leasing ser-
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Social media is fed into his website as well, keeping his client-base and prospects in the know. The site also provides real estate tools and helpful links for his customers and prospects. Bradley J. Gillis, CCIM serves as a senior advisor for Sperry Van Ness/ Miller Commercial Real Estate, specializing in the sale and lease of medical/ professional offices as well as industrial and investment properties on the Eastern Shore of Maryland and Delaware.
Wind farm helps Delmarva Power Pepco Holdings, Inc. has announced its subsidiary Delmarva Power will receive 38 megawatts (MW) of wind energy and associated renewable energy credits from the recently completed Chestnut Flats wind facility in south central Pennsylvania. Delmarva Power signed a 20-year Power Purchase Agreement in 2008 for
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ADVERTISING Morning Star Publications, Inc. Wendy Blough 302-864-7227 302-629-9243 mspublications.com wblough@mspublications.com 951 Norman Eskridge Hwy., Seaford, DE 19973 _________________________________________________________________________________________________________________________________________________________________________ ARCHITECTS & ENGINEERS Andrew W. Booth & Associates, Inc. Matthew Smith 410-742-7299 410-742-0273 awbengineers.com msmith@awbengineers.com 1942 Northwood Dr., Salisbury, MD 21801 Debbie Bailey dbailey@awbengineers.com _________________________________________________________________________________________________________________________________________________________________________ Davis, Bowen & Friedel Michael Wigley 410-543-9091 410-543-4172 dbfinc.com mrw@dbfinc.com One Plaza East, Suite 200, Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ George, Miles & Buhr, LLC Michelle Everngam 800-789-4462 410-548-5790 gmbnet.com meverngam@gmbnet.com 206 W. Main St., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ ARCHITECTURAL & ENGINEERING SUPPLIES DiCarlo Precision Instrument & DiCarlo Precision Imaging John DiCarlo 410-749-0112 410-749-9323 dicarlo1.com john@dicarlo1.com 2006 Northwood Dr., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ AUTO DEALERS Pohanka Automotive Group Chris Hagel 410-749-2301 410-742-5168 pohankaofsalisbury.com chagel@pohankaofsalisbury.com 2012 North Salisbury Blvd., Salisbury, MD 21801 ext: 8030 ________________ ________________________________________________________________________________________________________________________________________________________ Sherwood of Salisbury Matt Romanowski 410-548-4600 410-548-4662 sherwoodofsalisbury.com mattromo@sherwoodofsalisbury.com 1911 N. Salisbury Blvd., Salisbury, MD 21804 ________________ ________________________________________________________________________________________________________________________________________________________ AUTOMOTIVE Burnett White Dawn Tilghman 410-742-2222 410-543-4182 burnettwhite.com burnettwhite@cavtel.net 412 East Main St., Salisbury, MD 21804 _________________________________________________________________________________________________________________________________________________________________________ COMMERCIAL BROKERAGE Rinnier Commercial Blair Rinnier, CCIM, CPM 410-742-8151 410-742-8153 rinnier.com brinnier@rinnier.com 218 East Main St., Salisbury, MD 21801 _________________________________________________________________________________________________________________________________________________________________________ CONSTRUCTION Malone Homes Jason Malone 443-260-4775 443-260-1769 malonehomesmd.com jason@malonehomesmd.com PO Box 1109, Allen, MD _________________________________________________________________________________________________________________________________________________________________________ Ruark Builders Barbie Hannemann, VP 410-749-0193 410-860-4875 ruarkhomes.com bhannemann@ruarkhomes.com 4920 Snow Hill Rd., Salisbury, MD 21804 410-677-3835 _________________________________________________________________________________________________________________________________________________________________________ FINANCIAL The Bank of Delmarva Debbie Abbott 410-548-1100 410-742-9588 bankofdelmarva.com dabbott@bankofdelmarva.com 2245 Northwood Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ FINANCIAL Delmarva Wealth Management Bob Anderson 410-912-4286 410-912-4287 delmarvawealth.com bob.anderson@lpl.com 543 B Riverside Dr., Salisbury, MD 21801 855-566-6362 ________________________________________________________________________________________________________________________________________________________________________
Business Journal • February 2012 land-based wind power as part of its renewable energy portfolio for meeting Delaware’s clean energy goals, which require 25 percent of the company’s energy supply to come from clean sources by 2025. The 38-megawatt Chestnut Flats wind farm is located in Logan Township, Blair County, northwest of Altoona, Pa. The project features 19 wind turbines, manufactured by Gamesa, each having two megawatts of rated capacity. “The Chestnut Flats wind farm is the third of our land-based wind procurements to come online,” said Gary R. Stockbridge, Delmarva Power region president. “This is another example of working regionally to make a difference in delivering clean, green energy.” Delmarva Power will purchase 100 percent of Chestnut Flats’ output.
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Delmarva Power plans to enhance reliability
February 2012 DIRECTORY PG 3
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Delmarva Power plans to rebuild a transmission line between Easton and Hurlock, Md., to enhance electric service reliability on Maryland’s Eastern Shore and in central and southern Delaware. The 69,000 volt line will be rebuilt on approximately 17 miles of the existing right-of-way between the company’s Easton substation near Easton and the Todd substation near Hurlock. Construction is scheduled to begin in February with completion targeted for December. The project involves the rebuild of the existing circuit and replacement of wooden poles with a combination of more durable weathering steel and
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galvanized poles. “The rebuilt transmission line will help avoid extended power outages, should there be a major problem with the transmission and generation infrastructure,” said John Allen, Delmarva Power region vice president. “The line will especially have a direct benefit for customers in Talbot, Caroline and Dorchester counties in Maryland. This project is one in a series of transmission system enhancements we are making to maintain reliability on the Delmarva Peninsula.” “Choptank Electric Cooperative is supportive of Delmarva Power’s plan to rebuild the Todd to Easton transmission line,” said Mike Wheatley,
president and chief executive officer of Choptank Electric Cooperative. “Choptank Electric Cooperative has two substations with a direct feed from this transmission line and we believe that this project will improve our service to our members. We appreciate Delmarva Power’s reliability initiative and service to their customers and to Choptank Electric Cooperative.” “Reliable transmission infrastructure is critical to Maryland’s Eastern Shore,” said Hugh E. Grunden, president and CEO of Easton Utilities. “This project will help to maintain and enhance the reliability of our power supply.”
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HEATING AND AIR Mid-Atlantic Heating and Air 410-546-5404 410-546-5418 midatlanticheatandac.com 2312 Allen Dr., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ INDUSTRIAL COMMERCIAL PAINTING ProCoat, PO Box 2154
David Ennis
410-749-7491
443-944-9924
procoatdmv.com
dennis@procoatdmv.com
26538 Siloam Rd., Salisbury, MD 21802 ________________________________________________________________________________________________________________________________________________________________________ INSURANCE
Allstate Insurance Fred Pastore 410-860-0866 410-860-0869 allstate.com/fredpastore fredpastore@allstate.com 111 Naylor St., Salisbury, MD 21804-4333 ________________________________________________________________________________________________________________________________________________________________________ Avery Hall Insurance Group Kevin Hayes 410-742-5111 410-742-5182 averyhall.com khayes@averyhall.com 308 E. Main St., Salisbury, MD 21801 Joe Gast jgast@averyhall.com ________________________________________________________________________________________________________________________________________________________________________ Gamee Elliott, State Farm Insurance Gamee Elliott 410-749-4725 410-749-4175 statefarm.com gamee.elliott.bvm6@statefarm.com 923 Eastern Shore Dr., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________ Gary K. Marshall Agency David Galeone 410-651-1111 garymarshallagency.com dgaleone@yahoo.com PO Box 250, 12610 Somerset Ave. Princess Anne, MD 21853 ________________________________________________________________________________________________________________________________________________________________________ Landmark Insurance & Financial Group Charles McClenahan 410-651-2110 410-651-9288 landmarkinsuranceinc.com charlie@ 30386 Mt. Vernon Rd., Princess Anne, MD 21853 888-651-2111 landmarkinsuranceinc.com ________________________________________________________________________________________________________________________________________________________________________ RPS ISG International Brad Sutliffe 410-901-0736 410-910-0836 isgintl.com Brad_Sutliffe@isgintl.com 204 Cedar St., Cambridge, MD 21613 ________________________________________________________________________________________________________________________________________________________________________ PORTABLE STORAGE
Cubes To Go Betsy Bradford 410-742-2100 410-742-3875 cubestogo.com cubestogo2100@aol.com 102 Broadway St., Fruitland, MD 21826 ________________________________________________________________________________________________________________________________________________________________________ PRINTING
DiCarlo Digital Copy Center. Joey DiCarlo 410-749-9901 410-749-9885 dicarlodigitalcopycenter.com joey@dicarlo1.com 109 South Division St., Salisbury, MD 21801 ________________________________________________________________________________________________________________________________________________________________________ REAL ESTATE Remax Crossroads, PO Box 307 Susan Mergargee 443-736-3373 443-736-3379 LiveonDelmarva.com susanmegargee@remax.net 103 E. Main St., Fruitland, MD 21826 Broker, Owner ________________________________________________________________________________________________________________________________________________________________________ TIRE & AUTO CENTER Burnett White Dawn Tilghman 410-742-2222 410-543-4182 burnettwhite.com burnettwhite@cavtel.net 412 East Main St., Salisbury, MD 21804 ________________________________________________________________________________________________________________________________________________________________________
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Business Journal • February 2012
Civic Center study is released Wicomico County’s Department of Recreation, Parks and Tourism, which oversees operation of the Wicomico Youth and Civic Center, has released the market and economic analysis study prepared by the Maryland Stadium Authority to determine whether the facility should be renovated, expanded, or rebuilt to best serve county residents and visitors. The study was completed by Crossroads Consulting Services. It evaluated the existing facility, its uses and potential. In addition to the findings, the report contains a number of recommendations for facility modifications. The study determined the management of the Youth and Civic Center, as well as its multi‑purpose focus have served Wicomico County well. The facility remains competitive in the event market and its versatility has allowed it to attract room‑night generating events in recent years. However, the aging of the building and its amenities are beginning to erode its market, which will worsen if steps are not taken to update it. The study contends “remaining status quo will result in a continual decline in both event activity and competitive position over the long‑term.” Of the options studied, the most economically feasible with least financial risk was determined to be an upgrade of the existing facility. Expanding the existing space would maintain the existing market share while allowing it to grow, increase revenues, and enhance the overall impact to the local economy. Some of the recommendations include: • Replace seats and redesign the seating bowl to offer closer experience and better sight lines • Add a mechanical curtain system that allows arena to be partitioned for smaller events
• Build a divisible ballroom, meeting rooms and exhibit space outside Normandy arena • Reconfigure the overall layout to accommodate simultaneous events • Improve traffic and parking to support activities at a larger facility This approach is preferable to building a new facility, which would necessitate a far greater financial commitment. It also achieves the goals expressed by stakeholders to book more events and offer greater variety of attractions to the regional audience. The study concludes it is in the county’s best interest to improve its ability to operate as the best multi‑purpose civic center possible and capitalize upon its existing market, excellent customer service reputation, affordability and growing sports visitor industry. With the completion of the study, the governing Civic Center Commission will process the study’s findings and present the County Executive with a recommendation to move forward with Phase II of the study. If accepted by the Executive, Phase II entails working with the Stadium Authority in developing architectural engineering drawings and estimates so costs can be estimated to carry out the steps outlined by Crossroads Consulting. “We are extremely grateful for the Maryland Stadium Authority’s support in conducting this study,” said Wicomico County Executive Rick Pollitt. “The Wicomico Youth and Civic Center is one of this county’s many treasures. Not only does it improve our quality of life, but the events held there such as the Annual Poodle Club of America’s National Specialty Show and multiple sports marketing tournaments such as wrestling result in a positive economic impact for our community.” “The report prepared by Crossroads Consulting, LLC. confirms that modernizing and expanding the venue is a vi-
Officials discuss area tourism By Al Higgins
On Jan. 10, individuals, businesses and organizations concerned with tourism in Wicomico County gathered at the Wicomico Youth & Civic Center to look at ways in which tourism can grow in the area. County Executive Rick Pollitt announced that Wicomico County will host the world series of girl’s fast pitch softball this summer. The event will bring up to 200 teams from throughout the United States and Canada into the area. The event will utilize several ball parks, including those in Delmar and Fruitland and Perdue Stadium. Much credit for bringing the event to the area was given to the parks personnel who were committed to improving the fields and making them ready for the tourney. It was pointed out that the Wicomico
County Parks & Recreation staff is the best in the business and they deserve a lot of credit. “We can expect that upwards to $12 million will be spent in the area, as a result of the games, with $6 million being spent here in Wicomico County,” Pollitt said. “It is anticipated that 11,000 hotel/ motel rooms will be needed to handle those coming to the event and that exceeds the hotel/motel room capacity for our immediate area,” he continued. Pollitt went on to say that as of now there are 46 events scheduled which will bring folks to Wicomico County, with an estimated 138,000 people attending these events. This computes to an estimated $16 million being spent in and around Wicomico County. Pollitt stressed that it is the quality of life here on Delmarva that attracts tourists and how important it is to share it with others.
UNITED WAY DONATION - During the December, 2011 City Council meeting, the City of Salisbury recently presented the United Way of the Lower Eastern Shore with a donation of $5,600 for their employee contributions to support the 2011 campaign. In addition, City of Salisbury employee Sherrell McBride was recognized by Mayor Jim Ireton for her coordination and support of the city’s campaign. From left: City of Salisbury employee Sherrell McBride, United Way Donor Relations Director Pam Gregory, United Way Board member and Wicomico Campaign Chair Ginny Reid-Matern, and City of Salisbury Mayor Jim Ireton.
able investment if we are to continue to grow,” the County Executive added. Ed Urban, chairman of the Civic Center Commission, gave his thoughts. “The commission had a long‑term vision and plan for the future of the Civic Center,” he noted.
“This report substantiates that vision, and we’re excited to now embark on the next chapter. It is imperative that we as citizens of Wicomico County continue the work begun here if we are to retain and grow business in a competitive marketplace.”